The Sandler Execution Gap: Why Training Alone Isn't Enough

Your team completed Sandler training. They know the Pain Funnel, Up-Front Contract, and Budget discussions. So why aren't they using it in real calls? ## The Problem: Knowledge vs. Execution Here's what typically happens after Sandler training: - **Week 1-2:** Reps are excited. They use the methodology in most calls. - **Week 4:** Usage drops to ~30%. Old habits creep back in. - **Week 8+:** Back to feature-dumping and skipping key steps. The issue isn't the training—it's the lack of **real-time reinforcement**. ## The Traditional Approach Falls Short Most companies try to solve this with: 1. **Role-playing sessions** → Helpful, but artificial. Reps perform differently in real calls. 2. **Weekly call reviews** → Managers can only review 2-3 calls per rep per week. What about the other 50+ calls? 3. **Reminder emails** → Ignored after the first few. ## The Solution: AI-Powered Coaching After Every Call Imagine if every rep got specific Sandler coaching after **every single call**, not just the ones their manager reviews. ### Example: The "Too Busy" Objection **What happened:** Prospect says "We're too busy right now." **Typical response:** "Okay, when should I follow up?" **AI coaching provides:** > "Next time, try: 'I get it—that's exactly why I called. If I could show you how to get back 20 hours a week in 15 minutes, would that be worth it?'" This isn't generic feedback like "handle objections better." It's a **specific script** tied directly to the Sandler methodology. ## The Results Teams using AI coaching see: - **40% increase in Up-Front Contract usage** within 30 days - **Pain Funnel depth scores improve from 3.2 to 7.8** out of 10 - **Talk ratio drops from 65% to 35%** (closer to Sandler's 30/70 rule) ## Why It Works 1. **Immediate reinforcement:** Coaching happens within minutes of the call 2. **100% coverage:** Every call gets analyzed, not just manager-selected ones 3. **Methodology-specific:** Scripts are tailored to Sandler, MEDDIC, or whatever framework you use 4. **Private feedback:** Reps get coaching without fear of public criticism ## Getting Started If your team knows Sandler but isn't executing it consistently, you have two options: 1. **Keep doing call reviews manually** → Limited impact, high manager time investment 2. **Automate coaching with AI** → Scale to 100% of calls, free up manager time for strategy The choice is yours. But remember: **training teaches knowledge, coaching builds execution**. --- **Want to see how it works?** [Book a demo](/#contact) and we'll analyze one of your team's calls using Sandler-specific coaching.