‘I didn’t mean to be here. Maybe you didn’t either. I shuffled into my University’s career center seeking part-time work doing “anything but cold calling”. In response to the inevitable “Why not?”, I reasoned that as a Biochemistry geek, communication skills were not my strength. “Which is why you must work on them… And anyway, it’s all we have!”.
On my first day, I surprised myself with instant success and £15 in commission! Part-time turned into full-time. B2C to B2B. Agency to Vendor. ISR to Manager. After 10 years, I take immense satisfaction in helping others to forge their own career path in Inside Sales – mostly by learning from my mistakes!
Passionate about business, technology, and travel. AA-ISP member for 3 years. I love meeting people with diverse backgrounds, and I look forward to hearing about yours…’
Paul Sandford specialises in working with visionary leaders who have the entrepreneurial spirit to lead their people and their business to a higher level. His authentic, real-world approach to the sales process motivates leaders who want the freedom success brings.
Paul believes and lives by, that change needs to be a revolutionary term in the culture of the company. Teams need to be self-sufficient, authentic and open to growth in personal development and in new philosophies around behaviours, attitudes, and techniques. It is then that winners are created.
The evolution and commitment to change happens over time through gradual incremental growth and development. It is through the Sandler unique program of training, coaching, and reinforcement that this change happens.
Great sales teams start with great sales managers. Managers need tools to support their teams. Successful managers need to spend 30% of their time coaching their people to be self-sufficient to remove learned helplessness. Successful managers engrain resilience and conviction through accountable behaviours with the aid of tools such as the cookbook and accountability meetings. They celebrate mind-set realisation of head trash to enable acceptance and personal growth. Their people feel privileged to work in a team and to have ownership of their personal development.
In October 2014, Paul became the Managing Director of Sandler North Hampshire. His strength is his dynamic enthusiastic and informative presence. As a Certified Sandler Trainer, with expertise in leading innovative technology strategies and solutions, Paul has helped transform businesses, their executives, line of business managers, sales managers, and sales professionals deliver beyond the challenges that inhibit their success and accelerate their sales to another level. He has developed proven, scalable, learning and development programmes based on Kirkpatrick’s Four Levels of training, reaction, learning, behaviour and results.
Paul has a sustained a 30-year proven track in achieving over target revenue performance,
ROI and value propositions. 21 years has been with technology companies including SAP Successfactors, Concur, Open Text and Basware.
In May 2012, Paul joined SAP Successfactors where he built a new market for them selling, a cloud HR solution into the risk adverse UK Public Sector growing the business from zero to £4M within two and half years.
Please take a moment to provide your input on meeting topics and focus.Take The Survey
Global Chapter Sponsors: