My first years as a Sandler franchisee

Chris Ginnelly, Sandler Training West London, discusses his first two-and-a-half years in the sales training and business consultancy network

I always had an itch to run my own business. I talked about it a lot, and I think you get to a certain age where you either go and do it or you carry on talking about it!

I didn’t want it just to be about me helping organisations become better at selling. I wanted access to world-class tools and processes and a model that would allow me to build a real business – I didn’t want to be just a consultant or trainer. The Sandler franchise gives me that opportunity.

Starting up
I had a thorough business plan and a spreadsheet that looked great, and that’s really important, but it doesn’t pay the bills!

In the global network, we’re working with and getting counsel from people who have built successful businesses over 10 years-plus and have come from similar backgrounds sometimes. It’s mind-blowing how collegiate and collaborative the network is.

You’ve got the benefit of being able to learn from other people’s mistakes, as well as working out what they did in order to be as effective as possible.

Scaling up

The first years have been fantastic. We did 125 per cent of my targets in year one – and it was an ambitious business plan to start with.

My plan has always been the same – to double turnover every year for five years. I continue to lead and be the face of my business, and now have a team in place supporting me.

“Chris had a flying start and has continued his meteoric rise. In year two, he was well over his target again, and he’s set to break the half-million-pound turnover mark in his third year” – Shaun Thomson, Sandler UK CEO

Biggest win
It’s pretty exhilarating winning your first client – all you want is someone to confirm that you are a real business. I think I cut my first invoice for about £175!

Then there are different stepping points, like when you win your first medium-sized client and your first big client. But that first invoice is so exciting because you exist as a business and that’s a special moment to be celebrated.

At a glance Sandler Training

Established: 2004 in the UK
Number of franchised outlets: 30-plus
Location of units: nationwide
Investment range: £55,000
Minimum required capital: £20,000
Contact: Shaun Thomson ukmarketing@sandler.com