Sales goals are missed, contracts are lost, margins are eroding, and key contracts lost. When questioned, your sales team blames the economy, competition, marketing or the management team for their lack of results. Admittedly, sales is a hard job and no one will get every sale. However, when sales results are replaced with excuse making and finger pointing, it’s symptomatic of larger cultural issues.  As the manager, you must resolve quickly so that your team is empowered to compete more aggressively and hit sales goals. 

How do top sales managers create a culture of accountability where sales professionals take personal responsibility for achieving their sales goals? This webinar outlines the direct link between personal responsibility and the overall performance of the sales team to compete in difficult market conditions. In addition, we’ll provide a Six-Step Process to developing a culture of personal responsibility as well as discuss essential tools and coaching tips. This process is considered the most important step in the creating a sales team that is creative, has fun and consistently achieve sales goals. 

• Understand how unchecked excuse-making negatively affects results.
• Learn interviewing tips to help uncover their “excuse of choice.”
• Identify assessment tools to strengthen your interviewing and coaching process
• Discover a powerful tool that you can quickly adapt to your sales team
• Implement the Excuse Free Zone
• Learn steps to designing your own Six Step Accountability Process
   

As a Fortune 100 sales performer turned entrepreneur, Danita is a trusted advisor for successful sales executives who are committed to stregthen their sales management operations and processes in order to improve their ability to compete in difficult market and economic conditions. Some of her results are demonstrated through EPCO’s performance:

• Completed most profitable month in company’s history—38% higher than same month last year.
• Completed a profitable first quarter—exceptional achievement considering first quarter historically has been unprofitable.
• Metrics improve dramatically to increase margin over last year—from 31-42% depending on product line.”

“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