The success of our clients is what speaks volumes for us
How has Bob elevated your key employees?
Bob has done a number of personal coaching sessions for key people in my organization around the world. People that I wanted to invest in, people that I thought could gain perspectives from Bob’s experience, people that could learn about what made them tick from Bob’s observations of them first through the Devine Assessment and also just through his experience in coaching other people.
How has Bob's analysis using the Devine Assessment strengthened your hiring process?
I’ve had a number of occasions where Bob described people after we had interviewed them based on the results of the Devine Assessment and it was like if you were a psychologist and you had interviewed them, you could not have been more accurate. And he just did it through the Devine Assessment
How have Bob's recommendations enhanced your bottom line?
Over time, and over seeing these, and over reviewing them after I knew the people, and over taking some of the recommendations of the development report, and applying them to myself, getting some of the books, I’m like “This is the real deal. It just is.”
Bob has been a great partner for our business. He has helped both our sales and management teams develop better processes and accountability. Bob is an amazing trainer who not only challenges us to exceed our goals but provides support throughout the process. We have been able to implement many of the Sandler processes not only in our sales department but throughout the company.
Connie Matrisch, President & CEO of Pro Com Services of Illinois, Inc.
How has Bob helped to improve your sales management process?
I really use Bob as far as an extension as far as sales management goes. We’ve got two other salespeople besides myself, and I can’t do everything in a company our size. So that’s one of the things that I’ve sort of delegated over to him.
What tools has Bob provided to help you better understand your customers?
The wisdom I see in the Sandler process, is that we’re trained to shut up and ask questions, and to find out more about the individual- what’s driving their pain, motivating them to buy, and the cool thing with that is that we’re able to provide a lot more pointed solution to whatever that pain may be. So it just really makes sense.
How has Bob helped to improve your sales management process?
And we’ve got to have salespeople on board that understand that because they’ve got to feel good and establish the value of what we do bring to our clients and be willing to ask and trust that that value is going to be there in the experience that they’re going to have in doing business with us. And Bob helps us to really hammer home the value of that experience and to reflect on that and really solidify that, so that’s huge for us.
What is the best part about working with Bob Barber?
The cool thing with Bob is that not only is he concerned about your sales and your bottom line and your revenue and those kinds of things, but he’s also done a ton as far as working with our employees on the personal side of things. So areas that are road blocks to being all that they can become, you know that plays out at work as well. So that’s been a natural progression that’s played out very well- having Bob work with our employees.
I just returned from our Company Leadership Conference; we were ranked #5 in growth with over 600 Express Employment Franchise Locations. Thanks to Bob Barber and the Sandler System,I was able not only to increase sales, but increase my brand in the market and myoverall confidence as a Business Owner.
Lynn A Yoerk, Express Employment Professionals Franchisee
Are you frustrated with your current hiring shortfalls?
About 5 years ago, we had enough of not hiring the right people. When we looked at our financial statement at the end of the year, it was an ungodly amount of money we spent on people that were no longer there. That’s when we said, “Hey, I’m going to Bob at Sandler Training and I’m going to ask for his advice.”
How can you relate to Bob's 'hire slow and fire fast' methodology?
We never had an onboarding program set up to where we could exercise Bob’s thoughts of “hire slow and fire fast.” So what we would find ourselves doing is giving people the benefit of the doubt. And we’d always try let’s keep them another month, another month, another month. And obviously, what we didn’t realize is that over a 6 month period they should have been gone after 30. If we had a process, they would have been. So we keep them 6 months long, it affects the morale, they begin to communicate with our customers, it affects our customers because now they begin to see the turnover.
How has Bob reduced the cost of turnover for you?
When we finally decided to look at what turnover cost us, there was no line item on our PNL statement, and we got serious about what the real cost was, that’s when we hired Bob. And the return on investment has been absolutely incredible. Where we used to hire somebody and 6 months, 8 months, a year down the road, we’d finally realize they’re the wrong person, now with our new onboarding process and the way we do things, we know within 90 days.
Bob has continued to demonstrate value to us through his dynamic training of Sutton's Staff, as well as his commitment in our company's long-term growth. His systems are excellent and Bob is able to to make them easy to understand and, more importantly, practical and useful.
Trip Sutton, Sutton's
Why did you decide to work with Bob Barber?
When I first started working with Bob, I was at a point where I had been successful, had achieved some goals, but I felt like I was stuck in a loop. That no matter what achievements I had, I always ended up back at square one, restarting and it felt like rebuilding time and time again.
What key elements have you learned working with Bob?
Through working with Bob and becoming more aware of myself, I was able to define “what do I want” and “how do I want to work” and “how can I make this company work for me the way that I want it to.”
How has your hiring process changed since working with Bob?
So with working with Bob on my hiring process, it really helped me to streamline not just the positions that we were hiring but it helped me identify the characteristics of the people that I was looking for. So that when they started with us, Bob and I developed an onboarding procedure so that we had identified the skills that they needed to learn right away.
What is the biggest benefit in working with Bob?
Our biggest benefit since we’ve started working with Bob- the big picture is we’ve really figured out a way to do more business with less people, in less time, and we’re having more fun doing it.
My sales team and I attended a Goal Setting Class recently with Bob. As a past Sandler-Bob Barber customer I knew it'd be a great class, however I had no idea how my team would react and if they'd think it was beneficial. Well, the results are in and my sales team was very satisfied with the time spent both in the training room and also on the go to meeting remote side from around the US. One rep said, "man that was great stuff and I appreciate Bob challenging me and making me look at things differently. He has a great way of making you feel positive, while using great and relevant stories. His delivery is great and the class will make 2019 that much better."
Chris Kirn - Partner-VP - Digital Scoreboards, LLC
How has Bob at Sandler Training affected your sales process?
Bob works with us on our hiring process. I believe he’s a key component for our company when we hire salespeople. We have hired several salespeople and I believe the success of that comes from analyzing, interviewing, he plays a key part in our hiring process.
How has Bob implemented change within your organization?
In the hiring process, when we talk about training, it’s often looked at as a benefit. By the applicant, they typically look at “so you provide training” and I’ve never had a negative response to sales training by an applicant. I would say that they view that as a benefit to them.
What is the key to your growth since working with Bob?
Bob has helped us on a personal level and also on a professional level. I believe it’s been a key to our survival and growth in our company.
Bob Barber is a consummate professional with a deep understanding of business strategy and the needs of the client. He works collaboratively with his clients to forge a deep, meaningful customer centric relationship that permeates his business. I have found Bob to be a loyal service provider, knowledgeable, energetic and eminently trustworthy. Bob's expertise in training and consultation provide each of his clients with a welcome dose of "outside in" thinking. Coupled with a keen commercial instinct, Bob's distinctive integrity and sage advice will help guide any company who retains his service.
David Devine CEO / Owner The Devine Group
Bob is a master of the Sandler techniques and has a teaching style that keeps all entertained while developing critical skills in his clients. After a full year of being Sandler educated the knowledge I have been equipped with is referenced on a daily basis to better serve my clients with confidence. Thanks Bob,
KC Sullivan, Partner/Broker The Real Estate Group
This is a sincere "Thank you" to Bob Barber, with Sandler Training, for forever transforming my business. Thank you for pushing me farther than I know possible and for your faith in me and my abilities to successfully manage my business. I look forward to growing my business with Sandler Training by my side.
Kris Salter, IIDA
I worked with Bob Barber for approximately 10 month. During this time we had two areas of focus. Our relationship began as I participated in the Sandler Sales course. This experience was so positive and the relationship I built with Bob made me decide to continue our relationship by engaging Bob as a Coach for Executive Development. First off the sales program was very helpful to me. The combination of strong support materials, group classes and Bob's teaching was just super. Sandler/Bob provided me with a sales structure and tremendous tips on how to approach customers and manage the entire sales process. The coarse materials continue to be a guiding resource as I continue in my sales career. This program is much stronger than any seminars I have taken in the past. The second phase of my process with Bob was in the role as a coach. We focused on how I could improve my effectiveness in all aspects of my life. This relationship has had a super positive impact on my family, my career and my personal development. Bob's friendly, easy going approaches made it very easy to process and understand my opportunities to improve. He listens and guides. I've made considerable progress on personal and professional goals. Awareness and Balance are two key words I take away from my experience and guide my future. I'm very pleased with how this worked out. Thank You is all I can say. THANK YOU!
Justin Dunscomb ADHQ
Samuel Hoff, Executive Vice President of Sales and Marketing for Patti Engineering, talks about how his company’s sales more than doubled after Sandler sales training. “In 2007, we were a bunch of really good engineers and really bad salespeople; now we’re the same good engineers but we’re a lot smarter about the sales process.” In 2007 the company did a little less than $3 million in business and spent $1.10 for every dollar it made. Last year it did $7.5 million in business and spent 88¢ for every dollar it made. “My personal income is seven times what it was in 2007,” says Hoff. “That’s living proof of the success of Sandler.”
I cannot say enough good things about Bob Barber. He has been one of the single-most positive influences on me, both in my business and personal life. When I started working with Bob, I thought I was going to hear a bunch of business jargon like "synergy" and "leveraging strategic marketing opportunities." No. Not it at all. The journey he took me through was as wild as Alice through the looking glass. He drilled down to the very depths of my psyche, forcing me to reveal all of the repeated emotional baggage that prevented me from effectively communicating with and relating to my clients. Once stripped down to the bone, Bob helped me rebuild - block by block - my way of handling relationships and my way of looking at the world. Then he began working on my business. And I have to tell you, the business took off. I have gone in two years from being a mid-level attorney at a small law firm, making a decent living to starting my own law firm and (by all accounts so far) thriving. I could not have done it without Bob's seemingly endless supply of patience, persistence, enthusiasm and optimism. Sincerely, Ben Bengtson
Benjamin Bengston Boblawfirm
Bob is very passionate about the success of his clients. This passion combined with his incredible talent and ability to effectively motivate clients to become more successful make Bob very effective. He is also very knowledgeable in the field of behavioral assessments. Bob has a rare ability to interpret assessment results in a very pragmatic way: he is able to convert the information into behavioral change. I highly recommend Bob.
Markku Kauppinen President & CEO at Extended DISC North America, Inc.
Whether you are a seasoned Sales Professional or just starting off Bob will help you build upon your personal strengths. The entire program will make you a more confident individual professionally and personally. The DISC assessments were extremely valuable to better manage my team.
Vice President Diane Van Dorn
Industry: Financial Planning
Roy Cook, who works with Merrill Lynch to help clients strategize their retirement plans, explains his mindset when he started Sandler training. “When I was introduced to Sandler I didn’t think I had any problems,” he says. He did have problems, though, including the lack of a systematic approach to generating new business. “Sandler has a very logical, very cerebral approach to sales. I saw more than 20 percent growth in my business year after year. Some of that I attribute to the market, but a lot of it I attribute to the Sandler process, with me implementing it and working more efficiently.”
Bob has changed my perspective, not only on business development but also on personal growth, management and negotiation skills.
Tim Hennessey President
In sales, getting in to see the real decision maker is the key to success. Thanks to Bob's coaching and Sandler's step-by-step approach to selling, I am getting in front of the right people at the right time. My sales cycles are shorter and my sales are larger. If you're tired of selling to people who lack the authority to buy, Sandler is for you.
Ian Rominger, Sales Engineer Paul's Machine and Welding
Health o meter
Ken Harris is Vice President of Sales and Marketing for Health o meter, which manufactures devices for the medical community. He describes his history with Sandler, which spans 15 years and four companies. “Sandler is the one process I’ve seen that puts customer behaviors and salespeople behaviors together to help the customer in a way that ends up helping the company.” Harris uses a sports analogy to describe the impact of a great system, whether in college sports or sales training: “In a college team, turnover is every four years by definition, yet dynasties exist because they have good systems. Sales is also a skill set that needs to be constantly honed and, for me, Sandler is the only method that provides that level of consistent and intimate training.”
A program that has direct positive influence on our bottom line.
Mark O. Roberts III President, GoWeb1.com
I have known Bob for well over 13 years now. He is truly one of the best trainers I have ever had the privilege to work with. I recently hit a low in my career and with Bob's counseling I have been able to get control of things again in a way I never thought possible.
Bob is a true master of his craft. I would highly recommend him to other professionals who are ready to roll up their sleeves and get to work. The Sandler Training model produces tremendous success and Bob provides invaluable support and guidance along the way!
Nicole Pacheco, President/Owner of Professional Edge
I have been working with Bob for over thirteen years. Some might say I'm a slow learner but there is always more to learn. Bob helps our sales staff with better communication, how to more efficiently find the right clients who want our services as well as personal coaching. We have invested a lot with Bob but it has paid big dividends. Thanks Bob!
Curt Trampe, President of DreamMaker Bath & Kitchen of Springfield
My business was expanding and growing four years ago. I was overwhelmed transitioning from the only salesperson to being a sales manager and knew I needed help. I had the opportunity to meet with Bob and very quickly felt his understanding of my situation and it's challenges. He laid out an action plan for getting started and I made the decision to work with him. Now I have a structured selling process that helps manage our daily activities to meet our goals and see where behavior adjustments need to be made when we are coming up short. Now we have a shorter selling cycle, higher ticket average and decreased expenses. You may not relate to my story but if you do and are looking for the way to get to that next level, give Bob a call.
Anthony Petersen, Event Manager & Owner of The Event Experience Company
Bob is strategic, professional, and straightforward. If your business lacks process and organization, Bob and his team can and will help.
Max Bumgardner, Marketing Director for Sutton's
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