Sandler Training

Sandler Training Franchisee Interview: Nigel Dunand, Worcester

1st February 2010

Sandler Training has been established for over 30 years, and is a leader in sales and sales management training. Sandler’s distinctive, non-traditional selling system and highly effective sales training methodology have helped salespeople and sales managers at every level.

Providing a proven and profitable franchise business opportunity Sandler Training have a great record of success in helping suitable people, looking to start their own business, to achieve their goals in self-employment, by investing in, using and following the Sandler system.

One franchisee who has seen the effectiveness of the Sandler Franchise is Nigel Dunand from Worcester, who WhiteCollarFranchise.co.uk spoke with in January 2010. Nigel, formerly sales manager with an international factory automation company, joined Sandler Training in 2007. “I was bored, frustrated, successful and stuck in a comfort zone that was not motivating me.” Says Nigel, who made the decision to strike out on his own after a career in employed roles.

Sandler Training was an obvious choice for Nigel, once he has decided to start exploring ‘white-collar’ franchises.

“I had been a Sandler Training client, so I knew first hand the product was good. It changed our business in my previous company and it changed lives.” explains Nigel .

“I wanted to achieve my full potential in life, and the success I owed myself and my family. I saw Sandler Training as the ideal business to enable me to achieve those goals.”

Nigel is delighted with the success of his business “I’ve hit all my goals, initially for the start-up phase, and so I develop my objectives as I reach the targets I set. The beauty of a Sandler Training franchise system is I have a tried and proven business model to follow. The franchisor has the experience to help me when I need it, and to keep me on track” he adds.

Yet, when it comes to starting and running a business, as with most things, all is not straightforward, and Nigel identifies where he has faced challenges in his own business. “Self discipline is so important” he explains “When a business system is so well proven, there is no need to change things, yet it can be easy to stray from the tried and proven plan, and sometimes try to be too creative. Youve got to stick to the system, and then maintain focus and motivation to ensure you keep at it. The franchisor, of course, can help ensure you do follow the system, and should provide the right support when you need it.”

“This is where I got lucky.” Nigel continues “Every Franchisor believes they offer great support but Sandler really understands what support means. Franchisees need help when they need it, not when the Franchisor is ready to supply it. Sandler understand the subtleties of the peer to peer group coaching, an adult learning model required for the help and advice to be digested and acted upon. Letting the Franchisee cherry pick from a menu of help options is a recipe for frustration, as franchisees don't know what they don't know, so they don't know what help they need”.

 “Sandler has a process for helping people "discover" the help they really need vs the help they think they need. The patient is not left to diagnose his own illness and prescribe his own cure without first qualifying as a doctor (who in any case knows better than to diagnose himself!)”

Bouyed by the success of the first few years of his business, Nigel is now even more ambitious

“The market is growing fast, and the only limiting factor to my business is myself. I think it’s vital that to be as successful as possible that you have lots of ambition and drive, and are goal oriented. It’s realistic to have a sense of openmindedness too.”

When it comes to considering investing in a franchise, Nigel has advice for those following his own experience “Talk to other business owners” Nigel points out “Find someone you respect and trust who can give you appropriate advice. When looking at a Franchise, drill deep into the churn rate or failure rate numbers. This is an indication of how good they are at screening candidates, and how good they are with providing appropriate support. Attend a Franchisee meeting if possible or appropriate and talk to other Franchisees before you buy, not just those selected by the Franchisor!”

“Sandler Training have a stringent selection process, comprehensive training and on-going support and this results in lowest churn rate in the industry (or any other franchise I have yet to come across).” Nigel advises “They won't sell you one if they don't think you can make it. If you stick to their selection process, are honest and open with yourself and them, and follow the system, you will not fail. They won't let you.”

For more information about the Sandler Training Franchise, please complete the form below.

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Further Information

Franchise Information

BFA Membership Status
Associate

UK Years Established
5 years

Current UK Coverage
30%

Franchisee Support Staff
10

Personal Investment Req.
£15,000

Total Startup Cost
£38,000

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