Sandler Training by PWRhouse Consulting
(April 2020) – Bill Reidy was a client of Sandler Training long before he was an owner. “Frankly, at the time, like a lot of sales leaders, I wasn’t looking for sales training for my team. But my team struggled to effectively create pipelines, our sales cycles always seemed to extend past forecast and we struggled with turnover of new sales hires,” Reidy recalled.
Ready for a change, he attended a Sandler workshop, an experience he describes as a “lightbulb” moment. The results for his team spoke for themselves, and when the company sold at the end of 2018, it was clear the next chapter of his career would begin at Sandler.
With more than 25 years of sales leadership and executive management experience, Reidy has known for a long time that his real passion is coaching. Before taking on his current role, his resumé included vice president of sales for KPA LLC, a dealer services provider, and national director of sales for vAuto, a software solutions provider.
“I have taken great pride in developing both people and organizations for long-term success,” Reidy said. “I strongly believe the job of a great leader is to use every encounter as an opportunity to evaluate, coach and build the self-confidence of his team.”
Integrating his own experience as both a coach and a member of these teams with the Sandler Training models already in place, Reidy develops and delivers curriculum to teams across industries facing struggles themselves. He works with entrepreneurs and business leaders who want more innovative approaches to leading their teams when the traditional methods just aren’t as effective.
For Reidy and Sandler Training, it’s more than just putting a bandage on a problem — it’s creating sustainable processes and approaches for long-term success. “In Sandler we teach a concept called BAT: Behaviors, Attitudes and Techniques,” Reidy said. “Behaviors, attitudes and mastery of techniques are the life force of all selling success. When combined in the right measure, they help our sales teams consistently achieve their goals, both personal and professional.”
Every team is different, and Reidy knows this better than most. Every client, every team, every person he helps is unique, and understanding that is the key to developing a truly successful sales team.
“A good leader manages individuals and leads the team,” he said. “Coaching is not a one-size-fits-all proposition. We need to invest the time to know what makes each member of the
team tick. If we focus on managing individual behaviors, the team results will reflect the progress each individual salesperson makes.”