"Through Call
Reluctance Assessments, Sales and Management Training, and Consulting, Mike
Stewart enabled my team to close
more than $35,000,000 in new annual sales revenue." - Tim Matthews, Vice
President, Overhead Door Corporation
DNA of Sales
Success™ Hiring and
Motivating
Blue-Chip Sales Producers
One and One-half Day
Workshop
Our individual DNA
determines what each of us will ultimately become. Managers and HR
Professional who participate in this cutting-edge workshop will learn
what four common strains of sales-producing DNA are shared by top sales
performers and how to measure candidates to hire blue-chip sales
producers and get the most production from their current salespeople.
Learn the
secrets that enable you to determine:
1. The difference
between salespeople who can succeed and those who
cannot, and
2. When it's time to fire those
who simply will not choose to be successful.
This 1-1/2 day
experiential (active audience participation) workshop teaches and
encourages retention and application of cutting-edge recruiting,
interviewing, and selection techniques through assessments,
lectures, examples, stories, visual stimulation, practical exercises,
homework assignments and role-playing.
It is centered on our core message: The two great truths about
selling are:
(1) You must sell new business in order to be
successful, and
(2)There is never enough time.
Identify and Pursue
Candidates Who Will Sell New Business
What is inside high sales
producers is different from what's inside less successful sales
representatives. Therefore, you must identify and pursue sales
candidates who possess the proven characteristics of the DNA of Sales
Success:
- High Motivational energy.
- Utilitarian Attitude directed toward
practical results and making money.
- Clearly Goal-Directed.
- Not hesitant to Initiate Contact with
prospective buyers in sufficient numbers to be
successful.
You need to know
what makes such people tick.
Identifying
successful candidates requires the understanding and application
of cutting-edge scientific assessment validated statistically
significant correlations between prehiring test scores and
post-hiring sales production numbers. Without this
objective data, you are guessing.
Please note: Behavioral
Preferences identified by DISC
assessments do not predict success in sales. You
will
learn the tomorrow's assessment skills today!
Recruit and Hire Desired
Candidates Using Advanced Interviewing and
Selection Skills
To
successfully recruit and hire desirable candidates,
you must be able to identify and sell your
competitive position in the marketplace. You must also understand and
make use of advanced interviewing techniques such as Conversational
Interviews, Behavioral Interview skills, and Competency-Based selection
techniques.
Motivate Your Current
Salespeople to Sell More New Business
Don't ever be
disappointed again
when your sales team doesn't respond to
"motivation", logic, threats, profitable incentive plans or lucrative
special promotions
Instead, learn what motivates your
salespeople and how to design plans and programs that will get them
excited.
Then, learn to accept the fact that some
sales representatives simply cannot be motivated!
Finally, learn the
secrets that enable you to determine:
1. The difference between those who
can succeed and those who can not, and
2. When it's time to fire who those
simply will not choose to be successful.
Bring the DNA of Sales
Success Workshop
On-Site to Your Organization
Mike can bring the DNA of
Sales Success, Hiring and Motivating Blue-Chip Sales Producers, on-site
to your organization. With your help he will customize the content and
delivery to your needs and help you develop a follow up program to
insure that the material is reinforced and applied.
In addition, Mike offers
an Executive Coaching program, and further training interventions, to
help you provide more in-depth follow up to create behavioral changes
and accountability that will insure a greater return on your investment.
- DNA of Sales Success
- Hiring and Motivating Blue-Chip Sales Producers educational
workbook
- Hiring Top Performers - 350 Great Interview Questions textbook;
- Close More Sales! Persuasion Skills that Boost your Selling Power
textbook;
- SPQ*Gold®
Call Reluctance®
Scale pre-workshop assessment
instrument
- Workplace Motivators™pre-workshop assessment
instrument
- Success Insights™pre-workshop assessment instrument
- Behavioral/Values associative response matrix
- Case studies
- Additional educational and training aids
Training venue is a
business class hotel at Atlanta Hartsfield-Jackson airport.
Special sleeping room-rates will be offered when available.
The
following meals are also provided:
Hot Breakfast Buffet is
provided for Day 1 and Day 2.
Individually-served Hot Lunch is provided for Day 1.
Hours: Day 1 8:30 AM
until 6:00 PM plus homework;
Day 2 - 8:30 AM until 12:30 PM.
Dress is business casual.
Come prepared to work
hard! This intense, high-energy, challenging workshop is personally
conducted by:
The hard dollar costs can
be significant. For a typical sales person it can easily reach two to
three times the annual remuneration of the position. Many HR
Professionals have calculated the costs to be higher than that. Often
their calculations do not include the cost of lost business
opportunities.
Don't forget the
intangible costs to the sales manager, the sales organization, and the
company as a whole. These include such things as lost respect,
confidence, self-esteem, reputation, and career potential.
Read Mike's
FREE White Paper
on this topic. This free
resource contains information you can't find anywhere else. It is
a unique learning experience in itself. Please be prepared to spend 45
minutes studying this important information. Coupled with this workshop,
it can absolutely change your career!
Subscribe to Our
Free Sales Booster™
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Sales, Management, Motivation,
Attitude, Communications
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Development Bonus
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