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Sales Force Development Group

Cole Younger Training & Development offers local ongoing reinforcement training to sales managers, executives, and sales teams.  Through experimental learning, participants have the ability to take the Sandler theory, personalize it, and apply it to their daily lives.  One of the great advantages is that participants learn from each other's daily challenges. One of the shortcomings of other training programs is that they are theory-based - Sandler gives participants the opportunity to go out and try the techniques and then come back and analyze the process based on what happened in real life.  Through ongoing training, reinforcement, coaching and counseling, you develop proficiency in skills necessary to efficiently implement the strategies.

Sandler uses Adult Learning Models to insure that competencies are taught and understood by each of the participants. Adults learn by doing and imitating; therefore, each concept is backed up with experimental learning to ensure each of the participants will have the opportunity to implement techniques and concepts immediately.

 An effective selling process is one that enables the salesperson to:

 1. Qualify or disqualify the prospect or business opportunity quickly and accurately

2. Uncover the parameters of doing business early in the process

3. Develop an understanding with the prospect as to exactly what is to happen--when, how and with whom--and then manage the process

4. Get a decision when a presentation is made

 Sales Force Development

The President's Club program is designed to provide a training with a wide variety of topics to meet your current challenges and needs.  The President's Club experience, seminars, workshops, and coaching sessions will take you through the highest level of training competency: skill acquisition and proficiency.  Since every one learns at different speeds, and learning takes place through spaced repetition and reinforcement, our program and coaching sessions are ongoing.  This allows you the opportunity to attend as often as necessary and receive the amount of repetition and reinforcement required to achieve the highest level of skill.

As you are introduced to the strategies, approaches, and behaviors of the selling system, you are able to become fully aware of the reasons behind the roadblocks you have been facing.  You will have the opportunity to learn the material in a variety of customized activities, such as skills practice, exercises, and question-and-answer sessions.   Advanced classes are sessions in which the strategies, approaches and techniques are presented, developed, practiced and mastered.  The focus of these classes is to help President's Club members develop an attitude of possibility where self-limiting perceptions or beliefs now exist; to help you develop specific goals and a plan for accomplishment; and finally, to help you develop or refine the skills required to carry out the plan of action.

Advanced classes provide a safe environment in which President's Club members can debrief a sales call that may not have gone as planned, and spend time discussing the concern with the rest of the class to learn what to do the next time they face a similar situation.  We also discuss Sandler Selling System^TM applications, to reinforce the positive behavior and results; and to share with the class how the techniques were carried out.  We spend time planning strategy for upcoming calls and, through skills practice, discussion, and peer reinforcement, hone skills and build confidence.

Sales Management

 Sales Management uses interactive, experiential learning in small groups to help you focus on finding solutions to the everyday challenges you run into in your own job and in those of your sales team.  The Sales Management program runs year round, and classes are held each month.  In order to keep you and your sales team up to speed at the same time, we not only discuss the topics that they are learning how to implement in President's Club, but also go steps further to discuss how to manage your team.  In a room of other sales managers and business owners, we spend time working out current challenges that you and the rest of the group are currently having with management and sales.  We will discuss how to relate to each sales person more effectively based on their and your personalities, how to hold them accountable based on their own motivations, how to decide who should and should not be on your team, and many other vital subjects.

A good sales manager knows how to tap in to each person's internal motivation. The main objective of management is to get your salespeople self-reliant on maintaining the right behavior every day, tied into their personal goals.  In Sales Management, you will learn how to continue with this principle, allowing the salesperson to become more self-motivated, more self reliant, and less dependent on you.

  About Us  |   Training Facility   |   Upcoming Events   |   Sales Force Development   |   Professional Development   |  Contact