{"id":19379,"date":"2025-06-05T08:53:16","date_gmt":"2025-06-05T08:53:16","guid":{"rendered":"https:\/\/sandler.com\/?p=19379"},"modified":"2025-06-05T08:53:16","modified_gmt":"2025-06-05T08:53:16","slug":"rebuilding-sales-confidence-and-capability-post-covid","status":"publish","type":"post","link":"https:\/\/sandler.com\/case-study\/rebuilding-sales-confidence-and-capability-post-covid\/","title":{"rendered":"Rebuilding Sales Confidence And Capability Post-COVID"},"content":{"rendered":"<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_79_2 counter-hierarchy ez-toc-counter ez-toc-custom ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">Table of Contents<\/p>\n<span class=\"ez-toc-title-toggle\"><a href=\"#\" class=\"ez-toc-pull-right ez-toc-btn ez-toc-btn-xs ez-toc-btn-default ez-toc-toggle\" aria-label=\"Toggle Table of Content\"><span class=\"ez-toc-js-icon-con\"><span class=\"\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #999;color:#999\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewBox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #999;color:#999\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewBox=\"0 0 24 24\" version=\"1.2\" baseProfile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/span><\/a><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/sandler.com\/case-study\/rebuilding-sales-confidence-and-capability-post-covid\/#Client_Overview\" >Client Overview<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/sandler.com\/case-study\/rebuilding-sales-confidence-and-capability-post-covid\/#Challenges_Before_Sandler\" >Challenges Before Sandler<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/sandler.com\/case-study\/rebuilding-sales-confidence-and-capability-post-covid\/#Why_Sandler\" >Why Sandler<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/sandler.com\/case-study\/rebuilding-sales-confidence-and-capability-post-covid\/#Implementation_Experience\" >Implementation &amp; Experience<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-5\" href=\"https:\/\/sandler.com\/case-study\/rebuilding-sales-confidence-and-capability-post-covid\/#Outcomes_Results\" >Outcomes &amp; Results<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-6\" href=\"https:\/\/sandler.com\/case-study\/rebuilding-sales-confidence-and-capability-post-covid\/#Lessons_Learned\" >Lessons Learned<\/a><\/li><\/ul><\/nav><\/div>\n<h2><span class=\"ez-toc-section\" id=\"Client_Overview\"><\/span>Client Overview<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p style=\"background-color: #0000ff0a;\"><strong>Name:<\/strong> TrueCar<br \/>\n<strong>Industry Vertical:<\/strong> Automotive Technology \/ Online Vehicle Marketplace<br \/>\n<strong>Size:<\/strong> National footprint, 100+ enrolled sales professionals<br \/>\n<strong>Business Model:<\/strong> Connects car buyers with dealers, using a pay-per-sale advertising model.<br \/>\nTrueCar has long positioned itself as a customer-first service, offering car buyers a seamless digital experience and dealers a flexible billing model\u2014only charging when a sale is made.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"Challenges_Before_Sandler\"><\/span><strong>Challenges Before Sandler<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>With a core focus on service and retention, TrueCar excelled in maintaining relationships rather than actively hunting for<br \/>\nnew business. When the COVID-19 pandemic disrupted dealer inventories and consumer demand, this service-centric<br \/>\napproach faltered. Suddenly, the team needed to adopt a hunter mindset, something they weren\u2019t fully equipped for.<br \/>\nLisa Hess, a sales leader at TrueCar, identified the gap: \u201cThe challenge of having that hunter mindset or sales ability was<br \/>\nan opportunity for us\u2026 I can lead sales, but I\u2019m not a trainer. I knew we needed help.\u201d<\/p>\n<h2><span class=\"ez-toc-section\" id=\"Why_Sandler\"><\/span>Why Sandler<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>TrueCar discovered Sandler through a referral from a trusted partner JumpCrew and quickly resonated with the structured,<br \/>\nprofessional, and supportive approach of Sandler\u2019s curriculum. After they met with the Sandler team, True Car recognized<br \/>\nthe need to have a standard selling process, and they saw the need for a common sales language<\/p>\n<h2><span class=\"ez-toc-section\" id=\"Implementation_Experience\"><\/span>Implementation &amp; Experience<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>With limited internal training resources, Lisa and her team launched Sandler virtually. The first cohort included everyone\u2014from new hires to seasoned reps. The approach emphasized:<\/p>\n<ul>\n<li>Building sales fundamentals (prospecting, pipeline management, presentation).<\/li>\n<li>Introducing concepts like the \u201ccookbook,\u201d helping reps understand and plan key activities.<\/li>\n<li>Reinforcing learning with leadership involvement and performance tracking.<\/li>\n<\/ul>\n<h2><span class=\"ez-toc-section\" id=\"Outcomes_Results\"><\/span>Outcomes &amp; Results<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>TrueCar saw tangible results from the Sandler training, including:<\/p>\n<ul>\n<li>20% increase in revenue attributed to having a sales process, improved pipeline management and<br \/>\nclearer accountability.<\/li>\n<li>Standardized pipeline metrics and clearer benchmarks for prospecting and conversion.<\/li>\n<li>Greater confidence among sales reps, using Sandler tools to re-engage prospects.<\/li>\n<li>Leadership alignment around a unified sales methodology, described by Lisa as the difference between \u201ca rock band and a nice orchestra.\u201d<\/li>\n<\/ul>\n<h2><span class=\"ez-toc-section\" id=\"Lessons_Learned\"><\/span>Lessons Learned<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>Lisa emphasized that consistency is key:<\/p>\n<p>&#8220;The training needs to be embedded into every touchpoint\u2014onboarding, manuals, playbooks. If it\u2019s not part of the DNA, it fades&#8221;<\/p>\n<p>She also highlighted the importance of <strong>leadership visibility<\/strong> in training.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Client Overview Name: TrueCar Industry Vertical: Automotive Technology \/ Online Vehicle Marketplace Size: National footprint, 100+ enrolled sales professionals Business Model: Connects car buyers with dealers, using a pay-per-sale advertising model. TrueCar has long positioned itself as a customer-first service, offering car buyers a seamless digital experience and dealers a flexible billing model\u2014only charging when&#8230;<\/p>\n","protected":false},"author":150,"featured_media":19381,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[1],"tags":[],"class_list":["post-19379","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-case-study"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Rebuilding Sales Confidence And Capability Post-COVID - Sandler<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/sandler.com\/case-study\/rebuilding-sales-confidence-and-capability-post-covid\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Rebuilding Sales Confidence And Capability Post-COVID - Sandler\" \/>\n<meta property=\"og:description\" content=\"Client Overview Name: TrueCar Industry Vertical: Automotive Technology \/ Online Vehicle Marketplace Size: National footprint, 100+ enrolled sales professionals Business Model: Connects car buyers with dealers, using a pay-per-sale advertising model. 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