Sign Up Now

Sign up for our Weekly Sales Tips and Tactics Newsletter

Name:
E-mail:

Quote Probably one of the best business decisions that I have made, to work with Chris. He has helped me stop wasting time on non qualified accounts, and focus on spending more effective time generating results. He's help me increase my results 150%. I just wish I would have hooked up with him earlier in my career. Quote

Matt Stangle, WSMT Insurance

About Sandler Training

McDonell Consulting and Development, Inc. (MCDI), an authorized   licensee of Sandler Training, is a Maryland based premier sales training, management development and consulting company. Founder and President, Chris McDonell, is a strategic and results oriented senior executive leader with over 20 years of experience delivering measurable results in sales, management, and corporate training.

McDonell Consulting and Development, Inc. is a company that is uniquely qualified to help all businesses, on local, regional and national levels, to identify and implement successful sales tactics from prospecting, to closing the sale & customer retention. We are able to develop innovative solutions for management that will improve team leadership and motivation, create accountability, resolve conflicts and foster a positive work environment. Not only will we provide the initial and advanced sales and management strategies and tactics needed to excel; our training enables people to develop the attitudes and implement the behavior necessary to reach the highest levels of success.

Just like any athlete, raising key performance levels takes continuous training and commitment. McDonell Consulting and Development, Inc. works with individuals and organizations who are serious about ongoing performance level increases for either themselves or for their organizations.

Rated the #1 sales training and management development program by Entrepreneur Magazine for the past 3 years!

In order for your company to achieve optimal sales performance, your salespeople must maintain the right attitudes and beliefs, be in front of the right people, maintain the right levels of activity, develop the right relationships, and have the right interactions with their prospects. We base this claim on years of sales and sales consulting experience, and our integrated, five-part sales model is a proven, empirically-based approach to achieving this successful sales performance.

"Winning is EVERYTHING." "NEVER discuss money." "The customer's ALWAYS right."

You may think these are sales truths, but they aren't. Surprised? Many of our ideas may surprise you, but they work!

A successful sales performance is the result of the right set of sales behaviors, and these behaviors are driven by the company's sales compensation structure, sales management, and each salesperson's beliefs and attitudes. Sales-driving attitudes and beliefs deal with:

  • Self confidence
  • The ability to positively deal with rejection
  • Internal motivation
  • Willingness to take risks
  • Breaking comfort zones

At MCDI, we believe that there is a definitive set of beliefs and attitudes that consistently drive sales success. Our selling program is built around helping sales management and individual sales people build and maintain these attitudes and beliefs. Interestingly, over the years we have found that sales people can change their beliefs when they change some of the behaviors that they have become so familiar and comfortable with.

While there are clearly a number of important factors that determine the ultimate success of a salesperson, having the right mix or portfolio of prospects is a critical starting point. Regardless of how well your salespeople do on their sales calls, if they aren't in front of the "right" prospects, it could be to no avail.

MCDI has a proven, systematic approach for helping sales managers construct an optimal prospect portfolio for each salesperson. The systematic approach consists of four key steps. While many companies may perform one or two of these steps and though they may seem intuitive, we have found that most companies fail to place the necessary rigor behind this process. It is important to complete all of them to ensure a strong prospect portfolio for each salesperson. The following is a brief overview of each of these steps:

Research Prospect Universe

Determining the types of companies that could be prospects (e.g., the business categories, acceptable geography, company size, etc.).

Identifying the Prospects

Once the prospect universe is profiled, identifying the specific companies that fit within the prospect universe. There needs to be the right mix of large, medium and small prospects. Without enough large prospects, you really limit your upside. Without any small prospects, it may take you too long to generate any results.

Prioritizing Prospects

First, determining the criteria that will be used to prioritize prospects and then prioritizing potential prospects based upon that criteria.

Set Goals

Establish a specific set of goals for each salesperson. These goals should be established based upon an understanding of each individual salesperson's overall job goals (what they want out of their jobs, what they are looking for in terms of earning potential, etc.). Once the salesperson's overall job goals are determined, specific goals should be established for the appropriate period of time (annual, quarterly, etc.), by business category, etc.

Too many salespeople simply fly by the seats of their pants, without a specific sales plan in place. While the most skilled salespeople might be able to operate that way effectively (and even if they are operating off of an intuitive model more than really "winging it"), the vast majority will be far more productive with a plan. At MCDI, we believe that "activity equals results," and we have empirical data to prove it. At one company, a 10% improvement in Contact Model performance produced a 15% increase in sales. In other words, the process is clearly the means to the end...

The successful salesperson identifies their most viable prospects and then builds and follows a contact plan, whereby there is a systematic approach to contacting these prospects over time. Our Contact Model has three intuitive components: Plan, Implement, and Track.

Plan

We can work with most sales managers and salespeople to build a model whereby they can determine the relationship between the number of contacts their salespeople make, the percentage of those contacts that result in new sales opportunities, and the ongoing conversion rate of those new business opportunities into sales. With this understanding in mind, individual salesperson contact goals can be established to drive the desired resulting sales levels. These contact goals should be established within company goals, as well as each individual salesperson's background, capabilities and earning needs in mind. Once this is done, everyone can focus more on the right behaviors and activities than on the end result. With the right behaviors, the end result will follow. Focusing on the process instead of the result leads to much greater success!

Implement

Once contact goals have been established, it is the salesperson's responsibility to meet these goals over time. MCDI works with the sales manager and sales staff to ensure that there is a strong culture that underscores the importance of meeting contact goals in order to succeed.

Track/Accountability

Without a strong tracking and monitoring program in place to ensure that contact goals are being met, the Contact Model and contact goals lack "teeth." MCDI works with sales managers to create a customized tracking and communications program that keeps salespeople mindful of their overall contact goals and how they are progressing over time.

People buy from people they trust. People trust people they like. We have found that building trust in a selling situation is much like building any relationship - whether that happens in a few moments... or a few months. We teach people how to build deep, strong relationships.

We have developed a "tool kit" that provides salespeople with an array of approaches to help them develop and maintain positive and productive relationships with their prospects and clients. These tools will enable your salespeople to:

  • easily identify their prospect's personality type - their mindset, what makes them tick
  • shape their prospect interactions based on an understanding of their personality type
  • communicate with prospects in the way that they are most comfortable being communicated with
  • uncover and manage everyone's expectations

By using these relationship "tools," your salespeople will most effectively connect with their prospects. The approach is mainly about making the prospect comfortable enough to start trusting them and shaping all interactions to do just that. We teach people to become experts at this through classroom training, role playing, and 1-on-1 coaching.

The sales call is where the rubber meets the road and is the result of solid preparation and planning. Sales professionals, on every sales call, should:

  • Connect with their prospect
  • Set clear expectations for the sales call
  • Establish credibility
  • Uncover the prospect's true buying motives based upon a deep understanding of the buyer's problems and resulting needs
  • Determine the investment the prospect is willing to make to solve their problem(s)
  • Determine the prospect's exact decision-making process
  • Present solutions only to that set of criteria
  • Close on something: getting the business, getting a "no," or getting a clear and definitive plan for next steps

This total sales call model has proven highly effective for thousands of salespeople over the years. The beauty in the approach is that it enables the prospect to do most of the talking and by the end of the sales interaction, the prospect has played a significant role in selling themselves on your company's product or service.

MCDI works with each individual salesperson using a mix of interactive exercises, role playing, lectures, videos, and modeling to help them understand how and why each of these sales call elements comprise a highly effective interaction. And, because each individual salesperson learns in different ways (some learn better from role playing, others from discussing real life sales call experiences, etc.), MCDI tailors its teaching approach to fit each salesperson's "learning style."

 

Call us today at 410-339-5168 to jumps start your business!

About Us | About Sandler | Measurable Results | Training Facilities | Weekly Newsletter | Good to Great

McDonell Sandler Training offers Sales and Management Training in Baltimore County Maryland, Baltimore City MD, Harford County, Anne Arundel County, Delaware and Pennsylvania. We can travel onsite to your office or we can train you and your employees in Harford County in our Bel Air Training location or in Towson at our Baltimore Location.