Brian Sullivan, VP of Sandler Enterprise Selling, and Jonathon Farrington, Director of the Sandler Research Center, discuss "The Client Experience" - the second survey from the Sandler Research Center. Take the survey at www.sandler.com/survey In this episode:

• What the Sandler Research Center does
• The essential components for overachieving sales performance
• Over 60% of sales people are not hitting their numbers
• 37% of sales people are not following the company's process
• Survey II: The Client Experience
• Identifying Critical Moments
• Benchmarking for Client Satisfaction
• The importance of engaging the team
• Symbiotic Value
• Closing comments and how to get the results