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Professional Development

Here at Sandler Training Oxford, we strongly believe that a new year is the best time to set yourself and your business up for success. How? Through motivating yourself and your colleagues to be successful. Setting SMARTER goals fantastic place to start, more on this later.

Beware of the summer sales slump! It can kill small businesses.
The summer sales slump is when one assumes the summer means no one does business and puts everything off till September or beyond.
It's madness but we can stop the affliction with 3 simple steps.

Leaders no longer have the luxury of avoiding change. What was your most recent successful change in your organisation? Which recent change did not go so well?

You can motivate people in three ways:
Carrot, stick and goals. Carrot and stick are not long term options because either the carrot has to keep getting bigger and bigger to incentivize people to move towards it or the stick has to keep going which is tiring for all! Instead goal setting fires up our internal motivators and make us want to perform for our reasons not anyone else's.

Shaun Thomson, CEO of Sandler UK: Taking time to evaluate yourself and your business could help you get to your end goal at a much faster speed.

Shaun Thomson, CEO of Sandler Training in the UK, argues that embracing conflict in the workplace can be the fastest route to resolution.

Goals. It’s a word we hear a lot of this time of year. We all start with the best intentions but come the summer, if we’ve not started working on our goals, most people ten to dismiss them.

You would be hard pressed to find an IFA that didn’t have a concern about RDR. Some say large swathes of the population will go without advice as a result. They are worried that getting existing - let alone - new clients to be happy about paying fees is no mean feat. Ignorance is bliss; and the times when the fees were incorporated into commission meant that what clients didn’t know didn’t hurt them. But now it’s all out in open and many IFAs are facing difficult questions.

“The members of our sales force had different backgrounds and styles and we were looking for a way to unify the team and develop a common approach,” explains Jamie Nichols, Vice President Sales, OmPrompt. “Sandler has helped us to achieve that unity and create a strong structure to drive forward our sales effort.”

“I was a blank canvas. I didn’t know anything at all,” she admits. “Now, as a result of Sandler Training I have so much more confidence. They have taken me way out of my comfort zone. I’m doing things now that I never thought I would do!”

Regardless of how well you performed on the last appointment, you can always do better, right?

December 18, 2013 - One of our favourite quotes at Sandler is “We Never Failed to Fail. It Was the Easiest Thing to Do”.

March 26, 2014 - What could it be? Cold calling? Not following a system? Failing to qualify a prospect? In fact there are hundreds of pitfalls in selling but the biggest in my opinion is not dealing with procrastination.

June 4, 2014 - When making a personal purchase have you ever thought, “That’s a lot of money?” How about in a selling situation, have you mentally suggested that the prospect is spending way more than you would on a product or service?

June 18, 2014 - As adults we are often taught “Never give mental recognition to the possibility of failure. You must succeed, be a winner, to lose is not an option.” And while these are positive mindsets the fact is, they are not real world.

Small businesses are eligible for a cut of up to £2,000 in their National Insurance contribution when they recruit new workers - so it's no wonder that the latest employment reports show hiring is rising at such firms.

Time to take a vacation? Startup ideas come to entrepreneurs whilst on holiday...

As the class of 2014 enters the job market, hundreds of thousands of school leavers and graduates will be competing against each other for a limited number of vacancies - High Fliers Research have recently reported that 39 graduates are competing for every job. By Shaun Thomson, CEO of Sandler Training in the UK.

Businesses across the country and in all sectors are recruiting - but do manufacturing companies prefer graduates or apprenticeships? We may be seeing a shift, Ruari McCallion explains...

I was sitting in a coffee shop reading a book in earlier this month when I overheard two salespeople talking about the current state of their business. One was explaining to the other that he looked forward to this time of year because all his customers were out of money and all of his prospects were going to wait until next year to buy.

Sandler Oxford has been nominated as Employer of the Year in the West Oxfordshire Business Awards 2015.

Apply for the Government's Growth Voucher before the 31st March. Receive up to £2000 of match funding, allowing you to to spend up to £4000 of staff and management training. Sandler is an approved trainer and you can pick one of our packages to best suit your needs.

Sandler (UK), a business development consultancy, commissioned research to get insight into the portrait of a successful business founder.

August 2015 Sales Newsletter

A few weeks ago I ran a marathon. 26.2 miles was certainly a challenge. It seemed completely do-able when I signed up on Christmas Day 2014 (after perhaps a glass of champagne too many).

Over time, every successful salesperson comes to the conclusion that having the proper selling posture during the sales interview is critical. Many sales people are still struggling to understand this concept.

When we talk about posture, we are talking about the attitude reflected in the communication of the salesperson. We know that the message we send in our communication is made up of our body language, our tonality, and our words. However, how we mix those three elements creates a particular attitude that is palpable to our receiver.

There are three primary language postures.

In the theatre, the “fourth wall” is the wall between the actors and the audience. Behind this wall, the world of the actors is exactly as the audience imagines it. The good guys and the bad guys all fit within the story being told. If the fourth wall is “broken” the audience is directly acknowledged theThe Fourth Wall of Business management spell is broken. Once broken, the fourth wall is hard to reconstruct and the audience may not be happy. Think of Jean Valjean in Les Miserables during first act, turning to the audience and speaking in a normal, loud Brooklyn accent, “Yo, could you get off the cell phone? I’m trying to work here!”

In today’s environment, we have to stop acting and looking like beggars with briefcases and begin to recognise that the name of the game is taking business away from our competitors. Let the others wrestle it out at the procurement department and with the low-level influencers.