“As a company, sometimes you can feel a little overwhelmed at certain spots, especially in a growth spurt, and UH has really been in a growth spurt lately,” she said. “It’s good to have someone external with a clearer vision help us individually, as a team, and as a company to get our focus back.” In addition to reaping the rewards from Sandler’s programs herself, Liz has also recommended our training to clients struggling with their own sales. “I tell them, ‘There’s nothing to lose; you’ll probably only gain,’” she said. “Ever since we have joined Sandler, there has been an increase not only in sales — and that’s showable, right? We have records of that — but what has been most helpful is that we have many different personality types within the company, and, because we’re getting all the same training, we’re learning how to work [together].” Justine agreed that her employees have better synergy thanks to Sandler’s training. “We have some really good people working for us and I think the potential for a really awesome team, which is what motivates me to keep going with this process,” she said. To learn more about Udder Health’s many valuable services, check out UdderHealth.com or call Justine at (208) 409-1840. And, if you’d like to optimize your team, boost your sales, and set your company on a clear path toward success, give Sandler Training a call today at (208) 429-9275 or visit us at Sandler.com.
the best possible way with the best use of time, but it’s nice to know I don’t have to completely face all of these things I don’t feel like I have the skill set for without some resources.” As for the company at large, Justine said that, at first, leadership was so excited about Sandler’s strategic plan that they rolled it out too fast, neglecting to explain some concepts to managers. Now, though, they’ve doubled back to fill in the gaps and are seeing success. “You have to learn how to crawl before you can walk, so I’ve started to introduce some of these concepts in Friday stand- up [meetings],” said Justine. “It has really fostered some good discussion, and I’m seeing some response from our managers who, on their own, would not take these initiatives, but given the tasks are really stepping up to it, which is great.” One of the Udder Health managers truly taking our training and strategic planning to heart is Liz Artho of the Jerome facility. When she started working at Udder Health, Liz said she could tell the company needed help. “No offense to Udder Health, but, if we had any strategic planning before Sandler, I didn’t know about it,” she said. “One of my very first meetings with the upper management of Udder Health was kind of asking those tough questions like, ‘Where are we going to be in three to five years? How are we letting employees know about the growth of the company?’ And
I kind of got these blank looks. But, once we joined Sandler and were working on this plan, it was an amazing map for us to keep on track.” Sandler’s training has also revolutionized Udder Health’s approach to sales. We advocate a more hands-off sales strategy that gives clients time and space to make the decision that’s right for them. When Liz tried it, telling a prospect honestly that maybe Udder Health wasn’t the right choice for them and they should consider other options, the prospect doubled down on their commitment, and she easily made the sale. “My first thought was, ‘Wow, this is the exact opposite of how we were trained to sell.’ Everything you’ve been trying to teach us is kind of the opposite, but it has been shown to work,” Liz told us. She added, “I wouldn’t ever do that in the past, but I had the confidence to do that after hearing some of your seminars.” Driving the point home, a representative from another company who had overheard the call contacted Liz shortly thereafter to offer her a sales job. “He got ahold of me after that meeting and said, ‘Hey, I’ve got this other business, would you want to come be a salesperson for me?’” she said, adding, “It works!” Liz also takes advantage of Sandler’s Executive Coaching and loves that she has the option to call Jim when she needs help refocusing on her goals.
6 | WWW.CROSSROADS.SANDLER.COM
Made with FlippingBook HTML5