Sandler Training / McDonell Consulting & Development, Inc.
Selected Services for Care Pharmacy Partners
Consulting Services
Sandler Training works closely with small and mid-sized business, and Fortune 500 companies, to face challenges
with time-tested and proven processes, practices and solutions to:
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Identify, recruit and hire best-fit job candidates
Manage employees for optimum performance
Supervise, coach and mentor employees
Design and implement career-path development
Define and design sales process templates
Develop and implement territory management strategies
Map account-growth plans
Facilitate organizational change
Implement a five-step plan or performance improvement
Develop and implement a Quality Service culture
Coaching
Coaching has been viewed by some only as a tool to correct underperformance. Today, however, it is widely used
to support top producers. Coaching can provide business owners and key leaders with focus unavailable from
other forms of organizational support. One-on-one interaction with and feedback from an objective third party
helps them:
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Fine-tune their communication, decision-making, and leadership skills
Cultivate teamwork and inspire peak performance from their team members
Overcome procrastination, take action, and accomplish more
Fully realize their personal and professional potential
Achieve balance in their various roles
Develop new strategies for solving old problems
Create positive change in themselves, their team members, and their companies
If you’re open to feedback and willing to create positive change, McDonell Consulting & Development coaching can
help you not only bridge the gap between where you are today and where you want to be in the future, but also
allow you to arrive sooner.
Assessments
Several assessment tools are utilized by McDonell Consulting & Development to help clients gain maximum benefit
from the training experience. These tools help the client to better understand their own very unique strengths as
well as those areas in need of development. Specific training and coaching of the client is then customized to fit
each individual’s growth plan. Additionally, reassessing the client after a period of training gauges the
improvement made in specific areas.
Through our relationship with The Devine Group and Extended DISC® North America, McDonell Consulting &
Development offers a series of assessment tools that not only examine core competencies necessary for success,
but also examine the way people think, behave and apply skills in the work environment. Assessments identify
Sandler Training / McDonell Consulting & Development, Inc.
Selected Services for Care Pharmacy Partners
individual strengths and reveal areas for improvement. They help shape training curriculums and identify solutions
that will produce the greatest results.
Extended DISC for Healthcare Professionals
Our partnership with Extended DISC North America provides a web-based tool to help individuals and
organizations identify, understand and promote successful behaviors. The DISC profile allows you to better
understand yourself and to find the most successful way to communicate with customers and internal team
members.
The Devine Inventory
The Devine Inventory is a customizable, scalable web-based tool for the analysis of individuals and teams. It gives
business owners and managers a great advantage in hiring and retaining the best people, and in getting peak
performance from individuals.
Team Building
Teamwork is the heart and soul of a company, organization, family or relationship. Groups are comprised of
individuals; and individual drive, skills and motivation are essential to the success of the group. However - it's the
spirit of teamwork that breathes life, creativity, and strong customer service practices into your organization.
A key role of every leader is to continually build teamwork within her or his organization. Unfortunately, many
managers and supervisors unintentionally sabotage their own team-building efforts on a daily basis through a lack
of awareness. Our team-building workshops are designed to create a new level of teamwork awareness, not only
in management, but in every member of your team.
Moving from Blame to Accountability
Whose fault is it?!
When something goes wrong in an organization, often times the first question that is often posed is, "Whose fault
is it?'' When there is data missing in the accounting department, it's the bookkeepers fault. If a key customer is
lost, it's the sales group's problem - "They promised more than we could deliver!"
When errors such as these surface; blaming seems to be a natural reflex in many organizations. Even those
individuals who wish to learn from mistakes fall into naming culprits. Once we figure out who's at fault, we then
try to find out what is wrong with the supposed offenders. Only when we discover what is wrong with them do we
feel that we have grasped the problem. Clearly they are the problem, and changing or getting rid of them (or
simply being angry at them) is the solution.
There's a problem with this common scenario, however: Where there is blame, there is no learning. Where there
is blame, open minds close, inquiry tends to cease, and the desire to understand the whole system diminishes.
When people work in an atmosphere of blame, they naturally cover up their errors and hide under their real
concerns. And when energy goes into finger pointing, scapegoating, and denying responsibility, productivity
suffers because the organization lacks information about the real state of affairs. It's impossible to make good
decisions with poor information.
Sandler Training / McDonell Consulting & Development, Inc.
Selected Services for Care Pharmacy Partners
In fact, blame costs money... Blame rarely enhances our understanding of our situation and often hampers
effective problem solving. So how do we avoid the tendency to blame and create organizational environments
where we turn less frequently to blame? Clarifying accountability is one option. This process of assigning
responsibilities for a situation in advance can help create a culture of real learning. Accountability comes from
clear contracting, ongoing conversations, and an organizational commitment to support accountability rather than
blame.
How much money can the "blame game" be costing your organization? Are workplace conflicts causing employees
to avoid dealing directly with others on their team? Our programs are designed to help eliminate the blame cycle
in your business, and install a system of accountability and ownership.
Management Training and Leadership Development
Management programs often revolve around “ivory tower” concepts and theoretical contextual frameworks.
Participants learn the “what,” “when,” and “why” behind management theories. They are left, however, with the
burden of discovering how to put theory into practice in real-world situations.
McDonell Consulting & Development brings both the “how” and the real world into the training experience. Our
programs emphasizes active skills training exercises and skills application specific to your actual goals and
challenges and to your specific work environment.
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Develop a better understanding of human behavior and potential
Increase their courage, confidence, and self-esteem
Become more effective communicators
Are able to inspire and bring out the best in others
Learn to set meaningful goals and develop plans for achievement
Establish a framework for making better decisions
Implement processes to effectively manage their time and other resources
Are able to achieve increasingly more difficult goals in shorter periods of time
New Employee On-Boarding
We work with businesses to facilitate growth and change within their organizations.
One of the most important success indicators in an organization revolves around newly hired employees. We have
found that many organizations lack an official "on-boarding' process for their new hires; leaving success factors
purely up to chance. The first 90 days of employment for a new hire are absolutely critical; and an official "onboarding" process will undoubtedly give a newly hired employee what they need to ensure ongoing success.
Contact us today to learn more about how we can install an official employee "on-boarding" system within your
organization.
Sandler Training / McDonell Consulting & Development, Inc.
Selected Services for Care Pharmacy Partners
Chris McDonell, President of McDonell Consulting & Development, Inc. a licensed Sandler Training center based in
Towson, MD has over 24 years of experience in sales and executive leadership.
As an executive in the corporate world, he has led large sales, operations, and management teams to reach and
surpass business goals on a continual basis; and has hands-on experience and expertise in all areas of leadership,
marketing, operations, customer service, and sales, having trained and coached thousands of sales professionals,
managers, and senior level management of both large and small companies across the country.
Chris helped to establish national training platforms for multi-layered, decentralized organizations and led teams
to determine optimum results in sales, human resource, operations, and leadership development training needs.
He possesses a proven track record of success as an award-winning trainer and corporate coach, and brings added
value to any company seeking sales management, coaching, sales training and improved client retention.
Chris McDonell
810 Gleneagles Ct. Suite 103
Towson, MD 21286
T: 410-339-5168
cmcdonell@sandler.com
www.mcdonell.sandler.com