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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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Why Your Sales Team Doesn't Work For You and Never Will
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Presented by Danita Bye
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Sales people don’t wake up energized, wondering how they will make your company more money. What motivates people varies greatly between individuals. Often, management believes money is the only motivator needed for a sales staff but money alone does not have emotion tied to it. If the employee has a goal for retirement, education for a child, or a dream vacation, that is much more real and motivational than just money. Some employees have specific personal goals and know what they need to do at work to meet those goals – others have no clue.
This webinar explores why a manager needs to clarify and understand the personal goals and dreams of his staff. Coaching tools that allow the manager to assist in the development and alignment of personal and professional goals will be provided.
Discussion:
1. Why bottom line results improve when personal and professional goals align.
2. How to identify and consider workplace motivators as you work with your staff.
3. Introduce a goal setting outline to assist employees in the development of goals.
4. Demonstrate a coaching tool to facilitate personal and professional goal alignment.
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Suggested Attendees: Entrepreneurs, sales managers, business executives, and small business owners
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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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