Listen to the clip in Selling Power with Bruce Seidman, co-owner of Sandler Training.
At Sandler Training we don't focus on the results but the behaviors required to do that. Does that mean that we don't care about bringing in more profitable revenue if that is your goal. No, but the only thing that can be managed and controlled is behavior or activity. In order to accomplish that this interview describes the "Cook Book" methodology.
"...A word about the opportunity that is available through the advanced class. This past year as I have attended these weekly classes I have been able to fine tune my skills, discuss issues and problems with peers, as well as reinforcing all the key principles and behaviors that promote success. Over the past two years I have been able to increase my sales by 60% and my profitability by 28%."
William L. Shaw Jr. President, Wm. Shaw & Associates, Inc.