Salesforce Checkup: Are Your Companies Sales Healthy?

TRANSCRIPT:



Announcer

And now America's Healthcare Advocate, Cary Hall.

00;00;06;06 - 00;00;28;10

Cary Hall

Hello, America. Welcome to America's Healthcare Advocate show Broadcasting Coast to coast across the USA. Our producer, Mr. Darren Wheel. I'm your host, Cary Hall. This is your show, America. Thank you for joining us and making us one of the most listened to talk shows throughout the United States. Our newest affiliate, KLIF 9 a.m. 1400 and FM, 99.3 in Lincoln, Nebraska.

00;00;28;10 - 00;00;57;22

Cary Hall

We're very happy to be in the Cornhusker state. I want to welcome them to America's Healthcare Advocate family. Also, we are getting a lot of traction on our podcast. We had 88,000 people view our podcast in the last 28 days. And so how would you find those? Well, here's here are the podcast platforms, pocket casts, speakers, Spotify, Google Podcasts, RSS Feed Podcasts, TuneIn Podcast, Apple, SoundCloud, Stitcher, Overcast, Pandora, Amazon Music.

00;00;57;22 - 00;01;15;05

Cary Hall

And oh, by the way, we have our own YouTube channel. Also, if you are one of those folks out there that got a notice about the folks at Humana pulling out of the group employer sponsored health care market, well, you might want to give those folks at RPS Benefits By Design a call. Maria Ahlers or Jim Lodge can help you.

00;01;15;09 - 00;01;51;23

Cary Hall

Now is the time to make that move and get off of that Humana plan. If you're an employer and here's why you can lock in the rate for this year now and carry it through next year for your anniversary date. You can also carry over your deductible on most of the carrier's plans. So if you have accumulated a deductible expense to your credit, you can move that over. When you change plans. But don't wait until the last minute to do this. Now's the time to make that move and lock in that rate. You can call them at 913-385-2224.

00;01;51;23 - 00;02;01;18

Cary Hall

Joining me in studio Dan Stalp from Sandler Training. We've only been trying to get this on the air for how long? A few weeks. But we did and he's here today and I'm very happy to have him.

00;02;01;18 - 00;02;19;06

Cary Hall

So this is kind of out of the box. This has nothing to do with health care, but it has a lot to do with business. If you're an employer, if you're a business owner, I don't care if you're a manufacturer. I don't care if you're if you're, you know, insurance broker, if you're a financial planner, nothing happens till somebody sells something.

00;02;19;06 - 00;02;34;23

Cary Hall

You know, friend of mine used to say that his name's Ron Roe and he was the chief revenue officer at Blue Cross and Blue Shield of Kansas City, is now the chief revenue officer in Nebraska, Blue Cross of Nebraska. And he always used to say nothing happens to somebody, sell something. Well, that's what we're going to talk about today.

00;02;35;11 - 00;02;58;08

Cary Hall

Dan’s company is the Sandler Institute, and they basically train people in sales. I've been to the classes. We've actually got one of our sales reps in the classes right now. They work that make a lot of sense and they teach people the way to sell. So a little bit about Dan before we start to show. Dan has 29 years of experience leading training and coaching in high performance sales professionals and sales leaders.

00;02;58;08 - 00;03;27;16

Cary Hall

For the past six years, he's been leading through the his Kansas City Sandler Training Center, an office which specializes in working with presidents, owners who sell and peak performance salespeople and professionals who are doing well and want to push through to the next level. So that's really what this is about. And it's not just for salespeople, okay? This is for managers, you know, this is for company owners that want to learn the best way to establish a sales force and how to respond with that sales force and become successful.

00;03;27;16 - 00;03;40;03

Cary Hall

So, Dan, well, let's just start out with how you got started with Sandler and what it does. I, I remember Dick, your partner, his famous line is don't spill your candy in the lobby.

00;03;40;04 - 00;03;51;08

Dan Stalp

Don't spill your company in the mine for that. Yep. So that has to do with, like things like unpaid consulting, free consulting, that type of thing. Yeah. So, Cary, I don't know if you remember how we met, like, 17 years ago.

00;03;51;08 - 00;03;52;14

Cary Hall

It has been a while.

00;03;52;14 - 00;04;07;16

Dan Stalp

Yes. So I was actually a benefits broker and Cary was a benefits broker. And before I got, nobody knew I was going to leave that business and go to Sandler. And so I went to this one last event at an insurance company, and I almost didn't go. And you were there. And that's where we met at those Blue Cross.

00;04;07;16 - 00;04;08;29

Dan Stalp

I think it was Great West.

00;04;09;01 - 00;04;09;06

Cary Hall

Oh, it was.

00;04;09;12 - 00;04;10;12

Dan Stalp

That was totally worth it.

00;04;10;16 - 00;04;10;27

Cary Hall

Okay.

00;04;12;15 - 00;04;13;12

Dan Stalp

So we go.

00;04;13;12 - 00;04;14;08

Cary Hall

Back a ways so.

00;04;14;17 - 00;04;38;28

Dan Stalp

So just for what it's worth, I did sell health insurance for 15 years, so I know a little bit about that. But yeah, just in general, you know. Sandler In just in terms of what we do, it's a membership based program versus an event based. So most training these days, if anybody gets anything, is either, you know, like an hour here and we check the box and we move on and we may even have different, you know, sales tactics from year to year.

00;04;39;10 - 00;04;48;16

Dan Stalp

And what we're really looking for people who want to really stick to a system and and that they don't believe that just one seminar is going to teach their people how to fix.

00;04;48;16 - 00;04;55;22

Cary Hall

You know, this is where the motivational speaker comes in and talks about all the great things that he's done. And here's what you can do. And we're going to tell you how to do that.

00;04;56;03 - 00;05;10;16

Dan Stalp

It's really not hard for someone to assimilate that into their role day in and day out. So now I'm not against that. And I think it's better than nothing, but it's really not going to transform a company just going to an hour or 2 hours a year and calling it good.

00;05;10;23 - 00;05;29;11

Cary Hall

So, you know, kind of talk a little bit about, you know, how you do this, because I think it's fascinating how you the classes are twice a week typically for people enrolled in the program. The nice thing about it is you don't have to be here in Kansas City. You can zoom in our one of our reps is in this program right now comes part of the time, Zoom's part.

00;05;29;16 - 00;05;31;00

Dan Stalp

He lives here, but he has a choice.

00;05;31;00 - 00;05;39;22

Cary Hall

Yeah, so you have a choice and that works out to be really cool. And it gives people an opportunity to participate, even if they're not there in the classroom. So chat a little bit about that.

00;05;39;26 - 00;05;56;19

Dan Stalp

Yeah. So, you know, when I say this, some people go, Oh, I hate going to the health club. Well, you know, some people don't want to work out their selves muscles either, but we're really kind of like a health club for sales professionals, meaning that there's two opportunities a week to get training on a specific topics, and then you also get individual coaching with that.

00;05;56;19 - 00;06;10;15

Dan Stalp

So think about a health club where you have access to the classes, but you also have unlimited access to the personal trainer. So we're really looking for people that are really serious about their profession and not just the next job. You know this.

00;06;10;23 - 00;06;29;03

Cary Hall

Yeah, this is if you're doing this, you know, it's a commitment, you know, And I, I don't want to even say how many years I've been doing it, probably over 30 years or longer. And, you know, it's always funny because when you ask typical people on the street, what do you think the highest paying jobs in the country are?

00;06;29;03 - 00;06;34;25

Cary Hall

The usually here's the answer you usually get. Well, lawyers and doctors. Well, actually, that's not right.

00;06;34;25 - 00;06;35;14

Dan Stalp

No, it's not.

00;06;35;14 - 00;06;37;03

Cary Hall

The highest paying jobs in the country.

00;06;37;03 - 00;06;41;02

Dan Stalp

Are salespeople good salespeople? Yes, Good salespeople.

00;06;41;02 - 00;07;01;06

Cary Hall

Yeah, it's good salespeople that know how to make sales and and have have an unlimited opportunity, create an income base, which is why when we had Benefits by Design, the insurance agency, that was the main reason why we got into them was because we knew that we were creating income base that was going to last well until we sold the company after sixteen years.

00;07;01;06 - 00;07;20;07

Dan Stalp

Yes. Yeah. We tend to do better with sales professionals that have a commission component, not that we don't work with salaried commission salary salespeople, but when they have an upside to what they're doing, they tend to do better. And it just kind of reminds me of like when you, you know, you can pay for your kid's college or they can have a little skin in the game.

00;07;20;07 - 00;07;22;14

Dan Stalp

When they have a little skin in the game, they tend to be more serious.

00;07;22;14 - 00;07;27;13

Cary Hall

Yeah, they go to class. Mm hmm. Less time. Less time in the student union at the beer halls.

00;07;27;13 - 00;07;28;20

Dan Stalp

Yeah. Or they just do both.

00;07;28;24 - 00;07;47;17

Cary Hall

Yeah. Yeah, yeah. And that's it's. I think a lot of people, especially small businesses, are afraid of the commission model. Well, who's going to work for that? Who's going to do that? And explain why from a sales person's perspective, that's really important to them.

00;07;47;25 - 00;08;03;14

Dan Stalp

Yeah. So if you're what I find is the best salespeople would never work for a salary that that's like, you're not going to pat me on the top of the head and tell me how much I'm going to make. You got to give me the freedom to make what I'm worth. You know, And the people that maybe aren't that good say, I don't really want the salary.

00;08;03;25 - 00;08;23;21

Dan Stalp

So we got to have some type of, you know, we got to find people. So there's kind of this mix if we can share the risk as opposed to the risk being all on the salesperson or all on the employer, because that's kind of a win loss situation. So if they can share their risk, meaning that you've got a base to to keep you going, but hopefully you can't live on that.

00;08;24;14 - 00;08;31;08

Dan Stalp

And if you can live on the salary in a in a in a commission, unless you're extremely motivated, you probably won't really push through it.

00;08;31;21 - 00;08;49;10

Cary Hall

Yeah. And that and that's the key because, you know, there's no easy way. This is not something it's easy to do. This is work. Yeah. And it takes people that are willing to be dedicated. And you know what I was just saying, how many no's do you have to get before you get a yes? Mm hmm. Well.

00;08;49;19 - 00;09;13;22

Dan Stalp

And no should be our second favorite answer because it provides clarity. You know, what really kills most salespeople is when they have all these think it overs because and their pipeline is really big and there's all kinds of stuff, but the stuff's been there for six months. It's just it's a stinky, stinky water in that pipeline. And so the thing that when people prospect all the time, they have a different posture than people who are just hanging on to what they got.

00;09;14;19 - 00;09;21;02

Cary Hall

And that and that. And the key there that you just described is prospecting all the time. You never stop.

00;09;21;02 - 00;09;40;03

Dan Stalp

Yeah, there should be a habit of prospecting. Yeah. So, you know, and that means that every day I'm prospecting. Now it may not be the exact amount, but what we one of the differences in our program versus some other programs is we focus on all three areas of the success triangle, which is behavior, attitude, technique.

00;09;40;03 - 00;10;32;01

Cary Hall

And we’ll come back from the break. We'll talk about those three areas and why they're important. You're listening to America's Healthcare Advocate broadcasting here on the HIA radio network, Coast to coast across the USA. If you want to contact Dan, you can do that at 913451 1760. That's 913451 1760. We'll be right back. Stay tuned. We've got more.

00;10;32;01 - 00;10;50;06

Cary Hall

Welcome back to America's Healthcare Advocate. I'm your host, Cary Hall, in studio with me Dan Stalp from the Sandler Institute by producer Darren Willhite. And we're talking about sales and why am I doing a show on sales when this is America's Healthcare Advocate, because like I said earlier, it's my friend Ron Roe to say nothing happens till somebody sells something.

00;10;50;13 - 00;11;04;00

Cary Hall

And that's the truth. So let's so let's go back to these three key principles, this constant prospecting and then the three creep. You think I did radio the three key principles you just mentioned before we went off on the break? Yeah.

00;11;04;00 - 00;11;25;20

Dan Stalp

So what we talked about before the break was the success triangle of professional selling, and it's not in that. And we caught that batting average. We're just about to embark on baseball. So that's an easy way to remember it and B.A.T. stands for Behavior, Attitude and Techniques. And so at the earlier the start of the broadcast, we talked about how, you know, most training, if people are getting anything, is event based.

00;11;26;00 - 00;11;48;12

Dan Stalp

Well, the most you can really get from that is some technique. But the likelihood of you holding on to that beyond 90 days is pretty, pretty low. So what were you know, you might say, well, how is Sandler different? We're different because we work on all three of those. So but behavior being the most important and, you know, a lot of times when I talk to employers, you know, I say, tell me about, you know, your accountability as it relates to salespeople.

00;11;48;12 - 00;12;07;14

Dan Stalp

Oh, we keep them accountable. Okay. Well, how do you do that? Well, they have a number. And I said, okay. And then when you really kind of unpack it, they're not holding them accountable. And then the other part of that is they're holding them accountable to a number they don't have 100% control over. So what we do is we back it into key performance indicators, and it all starts with an attempt to reach a prospect.

00;12;08;04 - 00;12;23;24

Dan Stalp

And so if people don't know how much prospecting behavior they need to do, they tend not to do enough. It's just human. You know, we'll just I don't know how much to do. I just do it when I feel like it. Well, and also most people are the king of justification. Oh, I'm sure I called at least 20 people last week.

00;12;23;24 - 00;12;34;07

Dan Stalp

Well, if they actually would have tracked it, it was maybe like 16, you might say, Well, that's not that bad. Over the course of a year, that's 25% off, which shocker, that's what they were off on their outcomes.

00;12;35;11 - 00;12;52;15

Cary Hall

So it all so this is interesting because what we're what you're hearing here people is you break this down into pieces and then you put the pieces back together again. And if you do it properly and you put the pieces back together, your chances for success are.

00;12;52;29 - 00;12;56;01

Dan Stalp

It's literally within single digit percentages.

00;12;56;22 - 00;12;57;14

Cary Hall

That's amazing.

00;12;57;14 - 00;13;20;11

Dan Stalp

Yeah. So it might be, you know, 3 to 6% higher or three, 6% lower. But if you feel like you need to do a little more, you know what you need to do because you're tracking these key performance indicators. And it's just kind of funny. You know, every most businesses do have a system for everything except sales. And, you know, having a CRM customer relationship management is not a system for sales that's just tracking things.

00;13;20;11 - 00;13;27;24

Dan Stalp

And hey, I'll take that all day long because most people don't even have that and they wonder why they're off. I mean, there's just it's just everybody running amok.

00;13;28;16 - 00;13;47;18

Cary Hall

Yeah. And then, you know, and then unfortunately, there's a lot of companies that, you know, their idea of sales is we need to know what you're doing from 9:00 in the morning until 5:00 every hour. You have to fill out a sheet and tell us don't, in my opinion, be conservative and good that detracts from the salesperson.

00;13;47;18 - 00;14;05;13

Dan Stalp

Well, it depends. I mean, there is something to say. I mean, what we're talking about is taking minutes a day. What you're referring to is a lot longer than that. And it feels punitive. Yeah. And the other part is, are they taking that information and using it to help the salesperson or is it just we just want to know what you're doing?

00;14;05;20 - 00;14;20;25

Dan Stalp

You know, this is not an inquiring minds want to know type of thing. This is this is using the data to help the person. So a lot of times, you know, when I talk to owners and managers, I go, Yeah, we're not doing that crap. I go, Well, why is that? And well, because that's Big Brother and I don't want to be Big Brother.

00;14;20;25 - 00;14;41;25

Dan Stalp

I said, Yeah, you know, but you're overcorrecting, you know, don't assume, you know, it reminds me of we live in Johnson County and like, you know, nice homes and no, everybody just wants to just move in the house and not do anything to it. That's the exact mentality I hear from owners and salesmen. I just want to hire someone that's got it's already been trained and and well, the problem is nobody's training them.

00;14;42;03 - 00;14;58;08

Dan Stalp

We have a generation and a half over almost 30 years of salespeople not being trained to sell. They've been trained product train that is not the same. That's intellectual, very important. We're talking about the emotional side of why people buy.

00;14;58;21 - 00;15;03;24

Cary Hall

And so talk about that a little bit before we get about three or 4 minutes before we go to break. Talk about.

00;15;03;24 - 00;15;28;16

Dan Stalp

That. So first of all, product training is super duper important and it's rare that I run into an employer that is not doing product training. The problem is they check that box and the sales box. So the emotional side is people buy emotionally, but they do make decisions intellectually. So if we come into a sales environment, know on an intellectual level, if we get it or don't get it, we don't always know why.

00;15;28;19 - 00;15;46;01

Dan Stalp

And that's really confusing to a salesperson. It just seems so random. But if you come in at the emotional side and try to get to that before you give them the intellectual, then there's there's rarely surprises. Why you got it or didn't get it. You're both clear why you got it and didn't get it as opposed to one knows the other one doesn't.

00;15;47;00 - 00;15;51;18

Cary Hall

That's interesting. So so that so that goes back to if you got a No.

00;15;52;11 - 00;15;54;21

Dan Stalp

It should be clear why you got the No.

00;15;54;21 - 00;15;55;03

Cary Hall

Right.

00;15;55;13 - 00;16;14;27

Dan Stalp

So what I mean by that is it's not just Cary saying, Dan, you're not right for me. I would say Cary I agree. I'm not right for you. See the difference? Yes. So that's what we call equal business posture as opposed to you're my parent and I'm trying to get allowance from you and I'm begging for money. That's what a lot of salespeople feel like.

00;16;14;27 - 00;16;22;20

Dan Stalp

They just begging for money. That's not equal business posture That's a that's a parent child relationship. And these people are in their fifties and they're talking like a child.

00;16;23;08 - 00;16;47;07

Cary Hall

That's interesting. I mean, you wouldn't you really wouldn't do that. I hope this is educational to a lot of you listening kids, especially if you're business it because that's something you don't typically here. But if you think about behavior it's extremely obvious this it's not rocket science. Yeah it's basically just that Yeah. Okay. And unfortunately that's not a successful model.

00;16;47;07 - 00;17;10;02

Dan Stalp

Yeah. So like an attitude that we talked about behavior, you know, like inspecting what we expect, you know, just keeping track of a few key KPIs. But the attitude there is not everybody deserves to work with us. Not everybody deserves a proposal from us. They have to earn it. Business is conditional. I'm all about unconditional love with my wife and my kids.

00;17;10;02 - 00;17;15;13

Dan Stalp

But beyond that, not so much. Because if we if it was unconditional, none of us would be getting paid.

00;17;16;18 - 00;17;18;05

Cary Hall

There's a good point.

00;17;18;05 - 00;17;30;29

Dan Stalp

So, you know, just get over that crap. You know, it's it's about this is conditional, but but it needs to be equal. It's not me working on your problem and hoping you pay me and you not doing anything that's enabling.

00;17;32;08 - 00;17;38;24

Cary Hall

So so basically what you're having when you do that is you're is the two are coming together in a partnership for success, right or wrong.

00;17;38;25 - 00;17;50;18

Dan Stalp

Right. So that's the emotional side. So even though you know, how many times have you seen people that need something and they don't do it and that's because emotionally they're not there yet. So then why would I work on the problem that you're not ready to fix?

00;17;51;09 - 00;17;52;01

Cary Hall

Yeah, it doesn't.

00;17;52;01 - 00;18;05;18

Dan Stalp

And not get paid for it yet because you haven't hired me. So the reality of it is that's the emotional side we need to figure out is this important enough for you to even fix? Then we can decide whether I should assist you with that. But if you're not willing to work on it, I shouldn't be working on it.

00;18;06;04 - 00;18;16;00

Dan Stalp

But unfortunately, the salesperson says, But you really need this and you really should have this and you don't know what you're missing. It just gets worse. And then what you really want to do is just move on and call somebody who cares.

00;18;16;25 - 00;18;22;27

Cary Hall

Yeah, in other words, back to that. Quit going back over the same list of prospects. It's not going.

00;18;22;27 - 00;18;35;12

Dan Stalp

Right. And so important to prospect every day because you're your static. You have the abundance. Like this is not the only two, three, three things I have to hold onto there just it just isn't a good fit for either one of us. So I'm going to move.

00;18;35;12 - 00;18;37;02

Cary Hall

On to somebody that is a good fit.

00;18;37;14 - 00;18;39;13

Dan Stalp

To find out who they are. I have to call somebody.

00;18;39;13 - 00;19;05;17

Cary Hall

And that's why you're constantly prospecting. You know, this makes a lot of sense, right? You're listening to this. Maybe you're the business owner, you're hearing this and going, Wow, yeah, I've been maybe you're the salesperson saying, Yeah, I'm doing that. It's not really working, has worked for some time, or I'm barely hanging on. Well, the answer is, you know, give Dan a call, get enrolled in their school and change the way you're doing what you're doing, and probably change the way your income structure in your life works.

00;19;05;17 - 00;19;32;29

Cary Hall

If you do that, you want to reach out to him. It's 913-451-1760 or the website is Dan Stahp dot com pretty easy Dan S T A L P dot com go to that website by the way you know if you're listing us and you're in Wichita okay you're in Harrison Ville or you're in Saint Louis, you can do this by Zoom so you don't have to be actually in the classroom.

00;19;33;03 - 00;19;50;03

Cary Hall

You could do this whole course by Zoom. So it works really well that way. Once again, the phone number, 913451 1760. We'll be right back after the break. You're listening to America's Healthcare Advocate broadcast live on the HIA radio network Coast to coast across the USA. We've got more.

00;19;50;03 - 00;19;56;22

Cary Hall

Welcome back. You're listening to America's Healthcare Advocate broadcasting coast to coast across the USA on the HIA radio network.

00;19;56;29 - 00;20;18;08

Cary Hall

You can find out more about us by going to our website, America's Healthcare Advocate dot com, my producer of the always perfect, Mr. Darren Wilhite. I'm your host, Cary Hall. In studio with me, Dan Stalp, CEO of Sandler Training here in Kansas City, Missouri. You know, maybe you're maybe you're listening to this and maybe you're the salesperson or you've got a group of salespeople and maybe you're thinking, boy, I'd like to go to that school.

00;20;18;08 - 00;20;39;01

Cary Hall

But, you know, I don't I probably can't pay for that. Maybe. How about this? How about taking that podcast information and give it to your boss and say, Hey, boss, why don't you listen to this? It can make a big difference for us in sales, okay? Or you are the boss. Okay? You're the sales director. How about going to the owner of the company and saying, you know what, We're not making the grade here.

00;20;39;01 - 00;20;55;24

Cary Hall

This is a struggle for us right now. How about we listen to this podcast and see what you think? Maybe we ought to talk to this guy. Yeah, you probably should. Okay. If you want to get in touch with him. 913-451-1760. I’ve been in these classes we've got one of our people enrolled in these classes. Now we're going to talk about him here in a minute.

00;20;56;15 - 00;21;20;15

Cary Hall

And I'll tell you something, they make a difference. You see how he breaks this stuff down incrementally. You're not flying by the seat of your pants. There's a formula. There's a way to do this. And they have a success ratio that's very hard to beat. 913-451-1760 The website: danstalp.com. All right, so this is interesting.

00;21;20;15 - 00;21;34;20

Cary Hall

I remember saying to you after we... Stephen Sanborn's a young man who we got in the program with our company, Neurologic, and he'd never been in sales before, but he wanted to do this. And I said, You probably got a lot of guys his age in there, right? I said, I'm sure he probably fits right in. And your answer to me was.

00;21;34;20 - 00;21;37;22

Dan Stalp

He's an anomaly.

00;21;37;22 - 00;21;39;20

Cary Hall

Which surprised the hell out of me.

00;21;39;20 - 00;21;56;02

Dan Stalp

Yeah. So this is a really interesting topic. Normally when I talk to people about what I do, the first thing they say is, Hey, I got a couple of new salespeople I should put in there. And I'm not saying that you shouldn't do that, but they have to be pretty special. And and I'd say, okay, well, are they the only ones you have?

00;21;56;02 - 00;22;08;10

Dan Stalp

No, I have some people have been here, you know, six, seven, ten years, whatever. And then I say, well, who's doing the best? “a Bill is, but we don't need to do anything with him”. And and actually that's what I'm interested in is Bill.

00;22;08;18 - 00;22;09;18

Cary Hall

To explain that.

00;22;09;24 - 00;22;11;28

Dan Stalp

Well, now, Bill, because it's counterintuitive.

00;22;11;28 - 00;22;12;10

Cary Hall

I mean, it's.

00;22;12;10 - 00;22;36;02

Dan Stalp

Completely counterintuitive, which is why we're talking about this. Now, here's the thing, Bill might be 62, and he's riding this out, then I'm not interested if Bill is anywhere between 30 and 55 and he still thinks he's got some gas in the tank, I'd like to talk to him. Or it could be Mary or whatever. But where we where we tend to hit, I mean, in insurance, it's called redlining, right?

00;22;36;02 - 00;22;47;20

Dan Stalp

Yeah. Supposed to red line. Well, we want to red line all day long in Sandler. And what that means is we want to take the people that we can get the best ROI on. We want to start there.

00;22;47;28 - 00;23;10;13

Cary Hall

So. So here's the message. Business owners. You're listening to this. He's not interested in just getting people. He's interested in getting people He knows he can move forward. Now, that doesn't mean that if you've got somebody that really is is young and is dedicated and wants to do this, like Steven is okay and he's doing very well, this thing okay, that you can't do this.

00;23;10;13 - 00;23;16;05

Cary Hall

But back to what he said, they're not just looking for anybody. They're looking for somebody.

00;23;16;05 - 00;23;35;08

Dan Stalp

Yeah, we're looking to impact results, you know, And one would hope that the employer would, too. Yeah. Know, we want to have the same thing in common. This isn't about just putting bodies in our training. This is about having an impact. This is about, you know, minimally three fold, hopefully ten or 20 fold, invest a dollar, get three fold, ten fold, 20 fold.

00;23;35;08 - 00;23;36;11

Dan Stalp

Sometimes you get 100 fold.

00;23;36;20 - 00;23;37;14

Cary Hall

That's amazing.

00;23;37;14 - 00;23;41;27

Dan Stalp

Now, it depends. I can't guarantee any of this because you got to you got to look at the you know, the margin.

00;23;42;05 - 00;23;44;10

Cary Hall

Depends on the market. It depends on the people that, you.

00;23;44;10 - 00;24;05;03

Dan Stalp

Know, I get that everyone's well, what what can you guarantee? I'm like, well, what can you guarantee your people are going to do nothing? Well, I'm not saying nothing, but we need to find people that you would bet on, right? Not people that you just think might need some help, because a lot of times what unfortunately happened and then is that you hired a zebra to do giraffe work and you and you want us.

00;24;05;03 - 00;24;06;05

Cary Hall

They can't reach the tree.

00;24;06;05 - 00;24;22;26

Dan Stalp

Yeah, you got to fix that. It's like that next. Just never going to be long enough. So, you know, and so the way you say, well, how do we know that? Well, before we work with anybody, we assess them. And then the next thing they say, well, you're just going to assess them so you can talk in them into training and say, no, I'm going to assess them to talk you out of training.

00;24;22;26 - 00;24;26;24

Dan Stalp

For some people. And then you can tell me if you want to put them in it.

00;24;26;24 - 00;24;46;00

Cary Hall

And I'll tell you something, we had an assessment done on Stephen not very long ago, and it was in-depth and it was to the point and there were good points and there were bad points, but they were all right there and they were understandable. Their areas. He needed work there, areas where he was very strong are areas where he needed to improve.

00;24;46;17 - 00;24;54;26

Cary Hall

And it you know, we were able to do that with him. And and the gentleman that oversees him and it made a difference.

00;24;54;26 - 00;25;13;06

Dan Stalp

Yeah. I mean, just consider it like an x ray. I mean, you can just go into a doctor and said, you know, I think there's something going on in here. And the doctor would say, you know, let's just take it out. You know, he's not going to do that. He's going to do an x ray. And so what's nice about this x ray, it's called an assessment, is that, you know, the person who's going to be in the training sees it.

00;25;13;06 - 00;25;29;02

Dan Stalp

I see it. And their direct report, the person they report to sees it. So we're all looking at the same data because a lot of times people make assumptions about why people aren't getting where they want to be or why they're getting where they want to be, but they're wrong. So they're putting emphasis in an area that's not helping them.

00;25;29;02 - 00;25;44;24

Dan Stalp

So I'm not going to work like, you know, people say, well, you got you've been doing this a long time ago. I can't just look at a salesperson tell you that and be successful. If I could, I won't. You wouldn't be doing this. I'd be recruiting people. Yeah, it's not that easy. And and even with the assessment, it's not.

00;25;44;24 - 00;26;01;23

Dan Stalp

It's a guide and not gospel. So we're still not, you know, guarantee anything, but we're at least know what we're dealing with. Some things are easier to fix than others. And some people just have a you know, you know, we all have our own bent, you know, how God made us. And so we want to work with the bent, not against the bent.

00;26;01;23 - 00;26;26;07

Cary Hall

Yeah. And that's interesting. And and basically look for those areas where you can help them. Here's where you're really strong. Here's where you're not. Okay? If you make these changes or you do these things, you'll have better results. Let's try this, this, this, this. And I know for a fact with Steven, we've come to you with several specific issues, cold calling, some of the other things we've talked about in prospecting.

00;26;26;15 - 00;26;28;07

Cary Hall

And it's been an enormous help for him.

00;26;28;13 - 00;26;28;21

Dan Stalp

And.

00;26;28;22 - 00;26;43;09

Cary Hall

And and on even going back and talking to clients, he I remember asking him the other day about something we were doing something with a presentation. I said, why are you doing that? He said, Well, because we just learned that at Sandler, we're incorporating that what we're doing. You know what? This works.

00;26;43;10 - 00;26;57;24

Dan Stalp

Mm hmm. Yeah. So it's just, you know, just because I don't have a knack for something doesn't give me a pass. You know, if it. If you can't just take pass after pass after pass, maybe you should just say this isn't the role for you. And I've had people I have I have a daughter that decided sales wasn't for her.

00;26;57;24 - 00;27;11;04

Dan Stalp

She's getting out of it and 100% support that because it's not for everybody. You know, a lot of times it's the graveyard. If you can't do anything else, I'll put you in sales up that operations role. We don't need any more. We'll put you in sales if you want to stay here. Okay? I mean, that's ridiculous.

00;27;11;07 - 00;27;19;26

Cary Hall

Yeah, because if the person was motivated to be in the. In the first place, they'd already be there. Yeah. All right. You don't just shuffle them over there, you know? It just. You know.

00;27;19;28 - 00;27;22;25

Dan Stalp

It's a profession, just like accounting accountants.

00;27;22;25 - 00;27;25;27

Cary Hall

And it. Unfortunately, it's not viewed that way, but.

00;27;25;28 - 00;27;26;27

Dan Stalp

No, it's not. Wow.

00;27;26;28 - 00;27;32;27

Cary Hall

It's really not. Okay. Oh, you're a salesperson. Whatever. Yeah, You know, that's really kind of stupid.

00;27;33;00 - 00;27;41;27

Dan Stalp

Yeah, it's not for everybody. And so the longer you keep them in that role, you're doing a disservice to yourself and you're doing a disservice to them. Nobody's winning on that.

00;27;42;06 - 00;28;00;05

Cary Hall

Yeah. So again, you know, the idea here is that you're you're, you're looking for a certain kind of person. You're not you're not telling the employer, Oh, just send me all your people will do something that's not a formula that's going to work. Yeah. And you're not taking money from them to do something. It's not. There's not going to be any improvement.

00;28;00;05 - 00;28;02;26

Cary Hall

There's not going to be any ROI because it's not going to work.

00;28;02;27 - 00;28;21;26

Dan Stalp

Yeah, occasionally. Normally, you know, the people who need it, the least one at the most. So I'm going to say this twice and the people who need it the most, one at the least in terms of sales. So think that through for a second. The people who need it the least want the training the most, the people who need it the most, one at the least, the complete opposite.

00;28;22;17 - 00;28;38;24

Dan Stalp

So what happens is if I'm doing well, I probably have some attributes that I want to get better every day. So this is an avenue to get better every day. If I suck at it, I don't want anybody to know why. So I just stay in there and hope you never find out. And I can. I complain about COVID and I complain about the economy.

00;28;38;24 - 00;28;43;24

Dan Stalp

I complain about stupid prospects, I complain about our website, I complain about everything else but myself.

00;28;44;13 - 00;28;56;29

Cary Hall

So trying to shift the blame or shift the reason that you're not being successful. Yes. Over to the things that you're not controlling. That's right. As opposed to the things that you do control. Like how many prospects did you call last week?

00;28;56;29 - 00;29;15;21

Dan Stalp

Yeah, one of our top five competencies in sales is accepting responsibility. So even if I work with a business owner who's never been trained, but it's their company, they have to accept responsibility. So they already got that one down. So even if they're not very talented at it, they just do better because it's their company. Yeah, there's nowhere to go.

00;29;16;03 - 00;29;17;19

Cary Hall

And it's sink or swim.

00;29;17;22 - 00;29;18;04

Dan Stalp

Yeah.

00;29;18;05 - 00;29;20;02

Cary Hall

And so you own it, you own it.

00;29;20;09 - 00;29;30;09

Dan Stalp

So the owners and the presidents and the CEOs always get it before the salespeople get it. They're in the train going, Oh my God, this is amazing. The salespeople. Yeah, I don't know about that.

00;29;30;09 - 00;29;47;14

Cary Hall

Yeah, it is interesting. It and it's interesting how how that's perceived by a lot of people. But and we come back to break. We're going to talk about if you are the owner, if you're the CEO, if you're the president, if it's if you've just got a small but maybe it's a heating and air conditioning business. Right. You've got four trucks.

00;29;47;23 - 00;30;05;06

Cary Hall

All right. And you want that business to grow to ten trucks and X number of thousands of dollars a month. Well, we're going to come back after the break. We're going to talk about that and talk about why how in order to create a sales force, what do you need to know? And in order to understand how your sales force is working, what do you need to know?

00;30;05;11 - 00;30;23;01

Cary Hall

We'll be right back after the break. If you want to get a hold of Dan, 913 451 1760. To remember. I don't care if you're in Wichita, if you're in Hutchinson, if you're in Topeka, St Joe, Cameron, it really doesn't matter here in the Kansas City metro. If you want help from him, all the stuff can be done on Zoom.

00;30;23;01 - 00;30;38;01

Cary Hall

It's very helpful. And I would strongly suggest you pick up the phone and give them a call. Just talk to him. I think you'll get a better understanding website danstalp.com. We'll be right back with more.

00;30;40;25 - 00;31;06;04

Cary Hall

Welcome back. You're listening to America's Healthcare Advocates Show, broadcasting coast to coast across the U.S. You can find out more about us by going to the website America's Healthcare Advocate dot com Once again, all these shows are on every podcast platform out there, I promise you. They're also on YouTube. You know, maybe it's a husband and wife business and you are heating and air conditioning company and you know that you need to convince your partner, whether it's your husband or your wife.

00;31;06;18 - 00;31;27;29

Cary Hall

You know, we're not doing that great with sales. We need some help here. Okay. Well, pick up the phone. Call him 7144, five one 1760. But before you do that, have the person that is the hardest to convince, go listen to this podcast or watch the YouTube. It's all being videotaped. Go watch it on YouTube and then come away and see what you think.

00;31;28;03 - 00;31;46;03

Cary Hall

Because Dan's not looking for everybody. He's looking for somebody, somebody that wants to make a difference and understands how to create success. And that's really what this is about. It's about creating success because once it works, it keeps working. Once again, you can get a hold of him at913-451-1760 or the website.

00;31;46;03 - 00;32;05;18

Cary Hall

Dan Stalp dot com. All right let's talk about owners now. Yeah okay and and and managers okay because again these are the two categories where hey, I'm just going to send the kids to school. Stalp will figure it out. Yeah, well, somebody's got to be responsible for the homework and make sure they get their lunch. Okay.

00;32;05;18 - 00;32;10;04

Cary Hall

Yeah. And, and they're not being called into the principal's office, so. So let's talk.

00;32;10;04 - 00;32;26;08

Dan Stalp

About. That's exactly it. A lot of times, you know, not only do people want to put their newer people or the people who have not been making their numbers in our training, which is not where we typically start, we want to work with the people who are already doing well and want to do better. So that's the thing we have to remember we're looking for a gap.

00;32;26;08 - 00;32;40;16

Dan Stalp

If somebody either doesn't want to make more money or they don't want to work less, or both, they probably shouldn't be in our training. It's that simple because this takes time, money, either the employer or a mix between the employer and the salesperson and commitment.

00;32;40;21 - 00;32;55;04

Cary Hall

So shame and stop you right there. Do you suggest that the employers say to the salesperson, Hey, I'm going to pay half of this or I'll pay three? Or do you think it's important for them to have skin in the game? Back to that conversation, the earlier segment so they take it more seriously or do you think.

00;32;55;04 - 00;33;04;25

Dan Stalp

Generally people take it more seriously? But it a lot of times it has to do with their commission structure. So let's say, for example, they pay them 35% commission.

00;33;05;00 - 00;33;05;11

Cary Hall

Okay.

00;33;05;17 - 00;33;23;10

Dan Stalp

Then they both benefit from them being in this program. So it'd be I've had I've had this conversation when salespeople come to me and are trying to talk their employer into doing it, they'll say, I'm not paying for all that. And or they'll say they won't pay for it. And I said, Well, would they pay the percentage that they're paying you and you pay the difference.

00;33;23;19 - 00;33;35;22

Dan Stalp

So let's say I make I'm a commission salesperson. I'm I'm getting 35% of the okay, so I pay 35% of my investment. And Sandler, they pay 65 because they do benefit 65%.

00;33;36;16 - 00;33;47;26

Cary Hall

You see, when you have a key salesperson, I know from what we know when I ran benefits by design, our top brokers, I mean our commission structure was 55%.

00;33;47;26 - 00;33;52;17

Dan Stalp

Yeah. So then you, you know, to be equitable, you would pay. Yeah. 55% of the.

00;33;52;29 - 00;34;12;13

Cary Hall

But the ones that I had that really stuck with me through the years, like Joyce and some of the other ones, they were solid gold. I mean I couldn't do enough for them, okay? Because that's how important they were to my business too. Obviously I was out there selling as well. That was part of the job. And this radio show helped create that business.

00;34;12;13 - 00;34;25;24

Cary Hall

But having said that, there's a value in people being able to. You know, Joyce has been to those classes. We had people in those classes just like we've got Stephen there now and you're investing. The key to that is you're invest. Well, what happens if they leave?

00;34;26;00 - 00;34;26;10

Dan Stalp

Yeah.

00;34;26;19 - 00;34;33;07

Cary Hall

Well, okay, if you're treating them properly, they're being compensated. Well, they're probably not going to go in now.

00;34;33;07 - 00;34;35;20

Dan Stalp

And let's look at the other side of that. What happens if they stay?

00;34;36;08 - 00;34;37;22

Cary Hall

Okay. Now, that's interesting reverse.

00;34;37;22 - 00;35;03;17

Dan Stalp

Argument and they're not trained. So keep in mind, there's been over a generation of people have not been trained because when I got out of college in 1986, the larger companies were doing sales training. I was part of an insurance company out in Boston, and they would train us not only in product but in training. And then I got in this business 17 years ago, and even the larger companies aren't doing it in the small and medium sized never did it right.

00;35;03;22 - 00;35;10;25

Dan Stalp

They rely on their like an HVAC might rely on Lenox to train them.

00;35;10;25 - 00;35;20;18

Cary Hall

Yeah, but Lenox is going to train them on how to present that product. Right does they're not going to tell them this is how you go prospect. Here's who you need to go talk to. Need to go about there.

00;35;20;19 - 00;35;20;28

Dan Stalp

You need to.

00;35;20;28 - 00;35;34;07

Cary Hall

Go in neighborhoods like, like here in Kansas City in Brookside for the homes for an average of 100 years old. And you know the people are changing out of air conditioning heating system because they're breaking down. They're not going to teach you that. That's going to come out of going to something.

00;35;35;06 - 00;35;42;16

Dan Stalp

And that's going to be it's going to be an event. They're going to do an event and check the box, but they're not getting ongoing reinforcement. Yeah.

00;35;42;16 - 00;35;52;20

Cary Hall

And the other part to this and we've only got about 2 minutes left here, but the other part of this is, is this is an ongoing process. Talk about that. Yes. Our program's one year that we've got.

00;35;52;20 - 00;36;10;03

Dan Stalp

Stephen it. Yeah. So our average client sees just over four years and 88% get to two years. So that just gives you kind of a sense and you might say, well, are they like slow or are you a bad teacher or what's going on here? Well, the reality of it is we're not just wanting to get people to know things.

00;36;10;15 - 00;36;31;06

Dan Stalp

It's about mastering things. And when you master things, that means you formed a habit. And habits are not formed in 21 days. That's a B.S. Habits can take anywhere from 60 to 270 days. Wow. Depending on your bent and what the habit is you're forming. So. So then. And there's a lot of habits that need to be formed in sales.

00;36;31;06 - 00;36;50;03

Dan Stalp

You know, instead of waking up going, I don't know what I should do today, you wake up and you just your habits driving you to prospect, your habits driving you to just people, your habits driving you to qualify, people your habit, you know, all those things. And so that takes time. But then the other thing that happens when you're when you start to get better, you start encounter different challenges.

00;36;51;02 - 00;36;58;10

Dan Stalp

Some people think, I just need to get behind that door. And once I'm behind that door, it's going to be golden and go, Well, we'll help you get behind that door. But I guarantee there's another door.

00;36;59;04 - 00;36;59;21

Cary Hall

That's interesting.

00;36;59;22 - 00;37;24;28

Dan Stalp

That you've never seen it because you've never gotten around this door. So what happens is the challenges shift and change. Now, that's because you're getting better. So it's kind of exciting. But to think you're just going to wake up one day and not have any challenges, you know, wake up, that's not how it works. So that's why they stay longer, because they start working with bigger clients or they start working with more complex clients and they, you know, and like, wow, I never been here before.

00;37;25;17 - 00;37;39;23

Dan Stalp

And so that's why they stay with us. Plus, there is changes. If you're company's growing, you're adding people. So they've never had this yet. So then sometimes they'll swap people in and out for a while. So, you know, nothing's stagnant, it's keeps moving.

00;37;39;23 - 00;37;54;09

Cary Hall

And there are a lot of different ways to do this and a lot of different ways that it makes sense. And that's why I did this today. You know, like I said, you know, in the beginning of the show is my friend Ron Rowe used to say nothing happens till somebody sells something. And that's the truth. And this is a method that works.

00;37;54;09 - 00;38;20;21

Cary Hall

And I know it works because I've done it and I also have got people on this program. I've had people on the program over the years. If you want to reach out to Dan, it's Dan Stalp dot com. It's the Sandler Training Institute. That's the program. But you can reach Dan at his website. DanStalp.com is to help 913-451-1760. And this shows up on all the podcast platforms and YouTube if you want to tell somebody about it.

00;38;20;28 - 00;38;21;13

Cary Hall

Thank you.

00;38;21;14 - 00;38;22;13

Dan Stalp

You bet. Thank you so much.

00;38;22;14 - 00;38;24;27

Cary Hall

This was, let’s do some more of this. Yeah, I'll bring somebody in here.

00;38;24;27 - 00;38;26;09

Dan Stalp

This just scratch the surface.

00;38;26;09 - 00;38;44;06

Cary Hall

Yeah, there's a lot more we can do. And now I leave you with this thought from Albert Einstein. The one who follows the crowd usually get no further than the crowd. The one who walks alone is likely to find himself in places no one has ever been. Remember, friends. It's a funny thing about life. If you refuse to accept anything but the very best, you most often get it.

00;38;44;16 - 00;39;07;03

Cary Hall

Thank you for listening. America's Healthcare Advocate Show broadcasting on the HIA radio Network. Coast to Coast across the USA, Goodbye America.