Sandler Sales
Performance and Procedures
SOLIDWORKS 2019
Personnel & Culture
"Bar" Trivia
100
A critical part of a client engagement that is sets the agenda and expectations of both the client and sales person. It is done at the start of the meeting, not the middle or end.
What is an Upfront Contract?
100
This many CCVs means you are in compliance with your quarterly KPMs (Key Performance Metrics). But it would be wonderful if you can get more than this number in a quarter.
What is 9?
100
In 2019, you can now control the effective length of these common SOLIDWORKS features without the use of split or sweeps.
What are Fillets and Chamfers?
100
President and COO of TriMech. Not Steve Pelham.
Who is Marcel Matte?
100
A pejorative term used in ancient times that referred to non-Greek, non-Roman, or non-Christian civilizations.
What are barbarians?
200
A Sandler selling technique to evaluate a client's true interest by taking the sale "off the table". If done correctly, the client should try to rescue the sale.
What is a Negative Reverse?
200
The location you find the revived SOLIDWORKS Training inventory tracking doc.
Where is Microsoft Teams?
200
New feature in 2019 that transforms appearance maps into printable 3D geometry.
What is "3D Texture"?
200
The TriMech definition of candor.
What is "To communicate with courage, integrity, and respect?"
200
A comedian who had a critically and popularly acclaimed sitcom in the 90s. Last year, the sitcom was successfully rebooted, only for her racist tweets to get her kicked off again.
Who is Rosanne Barr?
300
DAILY DOUBLE!!
The 6th stage of the Sandler sales process. Unlike the traditional sales process, this stage comes near the end of the Sandler sales process instead of the beginning.
300
On time is late, and early is on time. You should arrive at least this many minutes early before the start of a training day. More if its the first day or if you're training onsite.
What is at least 30mins?
300
Available in assemblies forevery, but now available in 2019 for multibody parts. Before 2019, you'd simulate this function by either using the combine feature or by bringing your multibody parts into an assembly.
What is Interference Detection?
300
Head of technical support. Its important to contact him if you need to switch support days with a colleague.
Who is Allen Miotke?
300
She was abducted into the "Upside Down" by the Demo-gorgon and apparently forgotten there in Season 1 of the Netflix TV show, "Stranger Things".
Who is Barbara Holland or "Barb"?
400
Often difficult for AEs to do, what you should do when a client asks you a question. It's goal is to uncover more pain or provide clarity.
What is ask them a question in return (or reverse)?
400
This is the number of support cases you must "own" for a single support day. Average this number per day or potentially lose your quarterly bonus.
What is 6?
400
DAILY DOUBLE!!
SOLIDWORKS Visualize 2019 speeds up its core rendering capability by enhancing this. Keep it down, the neighbors are complaining.
400
TriMech's Mission Statement
What is "TriMech delivers technology services and people to our engineering design and manufacturing clients, which result in stronger and more profitable businesses"?
400
The religious initiation ceremony of a Jewish boy who has reached the age of 13. Mosel tov!
What is a Bar Mitzvah?
500
At the end of the client engagement that establishes specific time frames and action items for next steps. This should never be wishy-washy.
What is a "Firm Future Commitment"?
500
On time is late, and early is on time. If you are not riding along with the sales person, you should be at least this many minutes early to a client facing activity (demo, discovery, CCV) at a client's site. If you can't be, you should let the client or sales person know you're going to be late.
What is 15 mins.
500
You can now have this tool persistent between editing features and switching file types. You no longer need to open and close its dialog box.
What is the measure tool?
500
TriMech measures sales success by this. Not seat count.
What is Gross Profit (GP)?
500
Any of a class of sedative and sleep-inducing drugs derived from an acid with the same name.
What are Barbiturates?