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“Danita has been a major influence in our growth. Her “No-Excuse Sales Culture” philosophy of accountability was essential in overcoming a huge hurdle—relying on excuses for not meeting objectives. It was easy for us to complain that our competitors have much broader product lines than ours and blame them for EPCO not having rep agencies’ and distributors’ share of mind. Danita turned our thinking around.”
-- Jack Schuster, President, EPCO
"With your help I have increased the productivity of my current sales people. The implementation of tools to identify areas of weakness and strengths in each individual are enabling me to maintain continuous improvement with my sales force. In addition, the improvements we have made to our recruiting and selection process are preventing costly mistakes. The systems that you have suggested are both effective and efficient to use"
-- Jim Cope, President, Cormerstone Systems
"Thanks, Danita, for helping us achieve these results:
*Revenue doubling in the past two years.
*Average project revenue jumped by nearly 50%.
*Qualification and quotation criteria have boosted closed sales by 47%."
-- Bill Doty, President, NACS
Mini Case Study
Challenge: Reverse a three-year trend of declining sales in the Western Hemisphere.
Results:
•8% new business growth despite in industry recession
•Average sales cycled reduced by 50%
•New hires reach benchmark performance 30% faster
-- Hank Malone, VP of Sales-Western Hemisphere, FLINT Companies
Mini Case Study
Challenge: Eliminate the company's dependence on it's largest customer.
Results:
•Service revenues grow 30%
•Close rates improve by 25%
•Hardware margins grow 40%
-- Ron Meinhardt, President, BLM Technologies, Inc
“Danita’s expressive, genuine style evoked a high degree of participation. As a former sales rep, she immediately earned the audience’s trust and full attention. Revealing an organized sales process, she entertained questions throughout her interactive wo
-- Gary Hogan, Past President local SME chapter. (NOTE: This 27-year sales industry veteran admits that he is not easy to impress!)
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Hiring Strategies for Your Sales Organization
Best Practices When Hiring Sales People
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Presented by Danita Bye
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“I just found my rainmaker…or did I?” Sales managers are often blinded by the star qualities and accomplishments of prospective sales candidates. The resume reads like the perfect sales rep – met 150% of quota, grew the business 200%, and thrived with a competitor. If you’re only looking at their track record, you may be missing key information that indicates whether they will be successful in your company. How do you minimize risk when hiring sales people?
Sales management expert, Danita Bye helps companies identify performance indicators when hiring sales people. Beyond the pedigree, she teaches how to see past the sizzle and hone-in on the factors affecting a sales person's success in your company. Join Danita in this webinar and feel confident in your sales hiring!
In this webinar, you’ll learn:
• Tools to recruit a team that will succeed in your company
• Techniques to profile your sales candidates
• Secrets for measuring candidate behaviors in an interview
• Key interview questions to ask…and how to analyze the responses
• Strategies to determine "the fit" between your company and the candidate
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Suggested Attendees: Sales managers, business executives, human resources professionals, recruiters
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| About the Presenter: |
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Danita Bye, speaker, sales turnaround specialist and author, believes "Timing doesn’t have as much to do with business success as learning to deliver and committing to results at all times – regardless of competitive landscape or economic conditions."
Behind her Fortune 100 experience, discipline, expansive entrepreneurial spirit and drive, she delivers uncommonly profitable results - like 8% new business growth during a recession and 40% higher margins.
Bull or bear,, bust or boom, recession or recovery, Danita gets results for her clients. But more importantly, she teaches them to get results for themselves – without compromise, without excuses, without fail. |
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