This week, we're talking with Hamish Knox, the owner of Sandler Training in Calgary. Hamish is a renowned sales trainer, author of two books, host of the Full Funnel Freedom Podcast, as well as the first Canadian recipient of the David H. Sandler Award.
In this episode we talk about sales training for sustainable scalability. Hamish shares with us his incredible journey through multiple industries to becoming a Sandler Trainer, the key things for building a consistent and scalable sales funnel, how to lead and manage change in a company, what business happy means for him, and much more.
What is Covered:
- What the main purpose of sales training is
- Why a consistent, repeatable, and scalable sales funnel is crucial for sustainable growth
- The three main outcomes that Sandler clients are looking for
- The importance of ongoing learning, training and collaboration with leaders for sales success
- How to successfully implement and manage change in an organization
- The need for flexibility and customization of CRM systems to individual team members
- Adoption mentality, setting clear boundaries and building team self-sufficiency
- Why understanding personal goals of your sales people is even more powerful than a compensation plan
- Key skills of a salesperson and of a leader
- Why a company culture informs company values and not the other way around
