Franchising Today - Fall 2016 - 70

SANDLER TRAINING
www.sandler.com / Headquarters: Owings Mills, Md. / Trainers: 600 /
Dave Mattson, CEO and president: "Our proof of concept has been well established."

Sandler Training teaches companies how to succeed
in business. BY STEPHANIE CRETS

While Sandler Training is global
in nature, there are not many similar
companies in the industry. Mattson
says one thing that makes the company unique is that the training centers
teach something called 'The Success
Triangle,' which targets three major
points of personal development: attitude, behavior and technique.
"Everyone has technique training,
but few teach the attitudes and behaviors of how to deal with rejection, comfort zones and success," he says. "No
one teaches behaviors, such as what do
you need to do every day to be successful? No one really knows that. Sandler
teaches all three of those points on the
triangle and that is very unique.
"Training is where we teach the
skills on how to sell; coaching is where
we find some skill deficiency," he continues. "It's not that you don't know
what to do; we have to teach you how
to do something in a specific scenario. What's holding you back mentally? We talk about what you should be
doing that you're not doing with more
application. Training is the what,
coaching is the how."

Last year, more than 31,000
people participated in Sandler Training® programs. The company is a
premier sales training franchise with
more than 250 training centers in 29
countries throughout the world.
Entrepreneurs and small businesses that may not have the financial wherewithal to provide internal
training come to Sandler Training's
centers to obtain training and coaching. On the other end of the spectrum,
larger companies such as Salesforce,
LinkedIn, Oracle and Mass Mutual have Sandler Training hold boot
camps for their sales forces.
David Sandler founded Sandler
Training in 1967. He was a young sales-

Sandler Training has been named the
No. 1 Business Services Franchise by
Franchise Business Review and No. 1
Training Franchise by Entrepreneur
magazine's "Franchise 500" 13 times
in a row. Mattson notes, "After almost
50 years in business, 30 of which we've
been franchising, we've got the track
record and our proof of concept has
been well established."
Prospective franchisees come to
Sandler Training because they want
to own their business, while also providing a service to a familiar world.
Franchisees have the opportunity to
grow their business at a rate that's
comfortable, backed by a strong, well-

CEO and President Dave Mattson says
"The Success Triangle" is what makes
Sandler Training so unique.

Proven Success

70

franchising-today.com

FALL 2016

man at the time and didn't like the way
he was trained to sell by his employer.
He developed his own philosophy that
became so successful he refined it and
turned it into a selling system.
In 1984, 11 different people approached Sandler because they wanted to do what he was doing. "An official from the State of Illinois called
us and said we looked like a franchise,
and sure enough, we were a franchise," CEO and President David
Mattson explains. "We kept going
into cities, progressing and continuing to develop. We found representation and people wanted to have their
own locations. And then we started
internationally on purpose."

Track record


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Table of Contents for the Digital Edition of Franchising Today - Fall 2016

Contents
Franchising Today - Fall 2016 - Cover1
Franchising Today - Fall 2016 - Cover2
Franchising Today - Fall 2016 - 1
Franchising Today - Fall 2016 - Contents
Franchising Today - Fall 2016 - 3
Franchising Today - Fall 2016 - 4
Franchising Today - Fall 2016 - 5
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Franchising Today - Fall 2016 - Cover3
Franchising Today - Fall 2016 - Cover4
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