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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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How to Ensure Your Sales Team Wins the Gold
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Presented by Danita Bye
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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
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Suggested Attendees: Entrepreneurs, sales managers, business executives, and small business owners
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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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