March 24-26, 2021
Sandler Annual Sales and Leadership Summit
Rosen Centre Hotel
9840 International Dr,
Orlando, FL 32819
Please join us for the 10th Anniversary Sandler Annual Sales and Leadership Summit in sunny Orlando, Florida.
Wednesday, March 24
Registration (Registration Desk 1)
Thursday, March 25
Breakfast & Registration
8:00am - 8:15am
Mike Montague, Welcome & Opening Remarks
8:15am - 9:00am
The Road to Recovery in 2021
Dave Mattson will share the top five areas that companies need to focus on in 2021 and beyond. These recommendations are based on hundreds of companies surveyed and case studies related to revenue growth during the recovery.
David Mattson, President & CEO, Sandler Training
9:00am - 9:15am
9:15am - 10:00am
Being Resilient in The Face of Uncertainty
Resilience is the ability to consistently recover from difficult or negative situations. Whether you are going through a tough time or preparing for an uncertain future, applying Sandler’s Behavior-Attitude-Technique strategy will guide you to consistent success… if you use it. Resilience can be learned; it involves developing beliefs, behaviors, and skills that allow you to recover from stressful events in your life. Join Sandler Trainer and Coach, Bill Bartlett, as he discusses the B-A-Ts of Resilience.
10:00am - 10:15am
10:15am - 11:00am
How’s Your Virtual Vision – 2020 or 2021?
2020 was a year that challenged our vision of reality. What an understatement! As a business coach, trainer and mentor, Glenn Mattson discovered widely varying belief systems in his clients’ approach to that challenge. Some were destined to lead to the mountain top, others to the abyss. Glenn’s challenge was to influence C-Suite executives, entrepreneurs, and top-performing salespeople to alter their narrative away from failure and towards success. Are you ready to adjust your vision and climb in 2021? Let’s take a journey with Glenn to find out.
11:00am - 11:15am
11:15am - 12:00pm
Virtual Selling 2.0
Now that we have all learned to turn on our cameras, how can we best use virtual technologies in sales? There are key advantages to virtual selling that are far superior to face-to-face, in-person sales. In this session, Jody Williamson shares with you some proven, practical strategies for increasing your sales effectiveness virtually.
12:00pm - 12:15pm
12:15pm - 1:00pm
The Art of Navigating the Holding Pattern
In aviation, each airport is designed with designated areas of airspace called holding patterns. This is where aircraft are asked to slowly circle overhead, safely away from the runway, in the event of emergencies. A crash on the airfield, a massive storm in your path, any emergency that needs to be handled before it’s safe to let planes land.
That being said, you’d be hard-pressed to find a pilot who looks forward to flying holding patterns. When we’re directed to enter, all the rules that we typically fly by are thrown out the window. We’re suddenly required to fly at new, slower airspeeds, recall appropriate communication to make sure each detail is in order, heck, even directing the auto-pilot system to enter a holding pattern is complicated! But above all, the holding pattern means we can’t get to where we want to go.
1:00pm - 2:15pm
LUNCH (Executive Ballroom)
Afternoon Breakout Sessions
2:15pm - 3:00pm
“The Mindset of a Winner”
In early January the gym is packed full of New Year’s fitness converts. In February only the convicted remain. Accomplishing ambitious goals requires a mindset of conviction, when the conviction is strong the difficult decisions are easy, and the way ahead becomes clear. Join Sandler Trainer Kaysi Curtin as she explains how to create the mindset of a long-term winner.
Changes in Attitude, Changes in Altitude
Too often, sales reps aspire to sales management as “the next logical step in my career path.” In reality, effective management is a selfless endeavor in development of the Behaviors, Attitudes and Techniques of subordinates. If you want to change the altitude at which your sales reps perform, your “manager’s attitude” is paramount. Join Sandler Trainer, Jim Wilcox, as he explores the mindset of the most effective and successful sales managers.
3:00pm - 3:15pm
3:15pm - 4:00pm
Hook, Line & Tinker – Reeling in the Sandler Conversation
The goal for Sandler practitioners is to maintain conversational fluency. Sean Coyle will share insights on the underlying goals of each step in the Sandler Methodology, as well as empower the audience to own their talk tracks. Sean Coyle will discuss all the different pivot points that can be executed to manage the ebb and flow of a productive and collaborative Sandler sales call.
Achieving Sales Management Nirvana with your Current Team: Pipe Dream or Achievable Reality?
Sales Management nirvana is a team made up of salespeople who are 100% Willing and Able to do ALL aspects of the job, consistently and effectively. However, chances are you have some people on your team who are either Unwilling but Able, or Willing but Unable. What should we do with those people – write them off, or try to move them to Willing and Able? In this session, we will unpick the psychology of these challenges and provide tools you can use to get your whole team closer to sales management nirvana.
4:00pm - 4:15pm
4:15pm - 5:00pm
Four Pillars to Sandler Selling
Joel Burstein has mastered four techniques for turning just about every sales call into a mutually beneficial, equal business stature conversation between buyer and seller. Joel will share how to effectively use DISC, Transactional Analysis, Advanced Questioning Skills and the Sandler Negative Reverse Pendulum to advance a sales call to a well-defined conclusion.
Leveraging Assessments in the Workplace – A Guide to Getting the Most from Your Biggest Asset – Your People!
According to the Harvard Business Review, recent research shows that about 76% of your organization rely on assessment tools such as aptitude and personality tests for external hiring. That figure is expected to climb to 88% over the next few years. During this specifically designed session for sales managers, we will explore the many ways you can leverage assessments in your workplace to help you exceed your goals. We will also dive into the overlooked value of these assessments as coaching and communication guides.
5:00pm - 6:30pm
Networking & Cocktails (Poolside)
Friday, March 26
Morning Breakout Sessions
Breakfast & Registration
8:30am - 9:15am
Breaking Out of Your Comfort Zone: Identifying and Defeating Sales Fears
Short in stature, but not in heart, Amber Rosamond brings the adage “If you really want it, you’ll make it happen” to life. Using her personal tale, and the Sandler system, Amber will help you uncover ways to embrace and defeat the fears that can stop you from reaching your sales goals. Break through your comfort zone to execute your prospecting behaviors, achieve quota and ultimately find 30 seconds of unbelievable courage.
Setting Organizational Goals and How to Empower Your People to Hit Them.
– All too often, leaders of organizations spend a load of time planning goals and then get frustrated when their teams not only don’t embrace these goals, but disappointingly they fail to achieve them.
This interactive session will cover three areas:
• Tools for setting goals to get ahead of your next business year
• Using the BIG 3 concept of how to cascade these goals throughout your organization
• How to support implementation and accountability with everyone in every team
9:15am - 9:30am
9:30am - 10:15am
Behave Your Way to Sales Success!
Why is it that Salespeople spend so much of their prospecting time creating the perfect combination of appropriate prospecting activities and optimal tracking systems, followed by researching their next prospective cold call – and SO LITTLE time actually prospecting? Most of us know what we should do more of, but cannot seem to get ourselves to do it. From the home of famed Titanic survivor, the Unsinkable Molly Brown – Denver, Colorado – Sandler Trainer and sales wizard, Brian McDevitt, will show us how to keep our Sandler Submarine afloat with plenty of sales prospects by creating sales prospecting behaviors that stick.
Playmakers Make Playbooks
“Give me six hours to chop down a tree and I will spend the first four sharpening the axe.” – Abraham Lincoln. As sales managers, you are “Chief Problem Solvers” for the whole team, pulled in hundreds of directions daily, as you are the architect for growing your sales and growing your people. Karen Meracle will map out a framework to create your Sales Management Playbook to simplify your responsibilities as you successfully grow your team.
10:15am - 10:30am
10:30am - 11:15am
Getting Commitments That Stick
No doubt you know and apply the Sandler Up-Front Contract in your sales calls. But then, invariably, some prospects break the agreement. Result: Frustration and wasted sales opportunities. Sharpen your sales skills with Sandler Trainer Kevin Hallenbeck as he discusses how to create and apply Up-Front Contracts that are effective and STICK throughout the sales process.
How to Manage What Truly Matters for Growth
Management is tough, figuring out what and how to manage is tougher! If you have ever struggled with getting the results you want, come learn how to identify, manage, and grow what truly matters to get results!
11:15am - 11:30am
11:30am - 12:15pm
Gaining Equal Business Stature – When You Don’t Feel Equal
Equal business stature is critical to the sales process. From the first contact to the signing the contract, a sales professional must be conscious of how others are perceiving them and their actions. Sandler Trainer Sofia Rodriguez will recount effective tactics for addressing multi-generational barriers encountered while developing trusted advisor relationships.
Understanding the Power and Magnitude of Influence in Today’s World
To master influence as a leader, you must start with yourself and your emotional state. During this session, we will take a deep dive into the ways that our thoughts may limit our performance, and work through seven questions designed to make us more productive and influential in all phases of our lives.
12:15pm - 1:45pm
General Sessions (Grand Ballroom)
1:45pm - 2:30pm
Change Your Course, Change Your Life
Gaining Equal Business Stature – When You Don’t Feel Equal
Over the course of a long flight, a small change in heading results in a big change of destination. To achieve your life goals, small course corrections can be critical. Join Sandler Trainer, Tracy Bullock, to learn about minor heading adjustments you can make to your thoughts, intentions, and actions – that will result in major changes in your personal and professional success.
2:30pm - 2:45pm
2:45pm - 3:30pm
Six keys to shortening the selling cycle, gaining commitment, and winning in 2021.