Mentoring vs Training
Sales training is a corporate objective initiated to enhance the knowledge of the sales staff with the desired result of increasing revenue. While an excellent goal, too often the mandate results in a guest speaker that comes in and spends a limited time with your team sharing valuable concepts without understanding the dynamics of your particular situation. While new techniques are constantly coming to the forefront, it is the view of the Dunamis group that unless you thoroughly verse each of your sales people on the basics of sales and bring them to their highest level of personal performance first, advanced training will fall on uncultivated soil not able to understand how to implement the lessons that advanced training can offer them. Without question, you need to have the most competent people in your industry if you want to excel past your competitors. They need to be aware of the most productive sales strategies and have the personal commitment to be continually striving to new heights in their professional and personal lives. They must be able to clearly prepare a presentation, present it to the appropriate person and know how to ask for the order. Watching you and your managers, every employee in your company is thirsting for leadership and guidance. They want to know that their future is bright. Without the proper individual preparation any effort you make to improve the performance of your team will eventually migrate back to a level of previous mediocrity. Your employees must see their future as tied to the success of your company
Lunch training sessions over pizza or a week long seminar will not get your people to where they need to be. The individual must know that you have a genuine interest in their success if you expect them to excel. They need to understand how making your company grow will result in long term rewards for them and they must learn how to face rejection in a manner that will put a smile on their face and encourage them to make another effort. And they need to find extreme joy in taking business away from your competitors. Dunamis Mentoring does not come in, make a speech and then walk away
Our approach to mentoring is one by which we create personal interaction with your people. In subgroups of no more than 3 employees we learn how they think, what their fears are and over a designated period of time (minimum 60 days) we bring them to a higher level of appreciation for the opportunity you offer and we guide them through the steps of learning which results in a significant increase in sales performance. Methodology
First we come to your office and meet your team. We tell them why we have been invited and then in a closed door atmosphere we learn of all the things they think they need to increase performance. We listen and we take notes. The following weekend your group is taken on an outing to stretch their preconceived impressions of what “comfort” is and they begin to see life in a different way. Dunamis transforms the concept of fear into an excitement to try new things. Being complacent is learned to be a hindrance to their well being and possibly catastrophic to their personal goals. Your people will become comfortable with talking to virtually anyone in any given situation and once they master that ability, “sales” is learned to be the best possible vocation for them to enjoy life and accomplish whatever task is ahead of them. During the weekend outing we designate those employees that should be involved with each other and we create exercises to build a strong bond between them. We team people together of differing strengths so they can learn from each other and to understand the thought processes of people they don’t normally associate with. They learn to take an interest in the well being of others which is a fundamental short coming in many sales people today. Continuing the process
One day each week we come in to meet with each team and review the action items we instructed them to perform the week before. We then go deep into each opportunity they are working on and design a strategy to close every order. Then each employee will receive a call once or twice that week to see how things are going and to investigate how their Dunamis rep might be able to assist them. The time spent with your people is extremely focused and minimally invasive to their 1st priority which is to produce new orders for your products. To ensure even greater sales performance we suggest that later a DAT (Dunamis Advanced Training) program be implemented. DAT is a program designed to increase the performance of your specific team. By then we know your people, your current customers and the dynamics of your specific industry. Building upon your corporate objectives, Dunamis will guide your team to even higher levels of personal and professional performance. Comments:
“…great communication skills and personable manner always put me at ease and engendered my confidence in the company.”
“I felt like I had someone who looked out for my best interests as well. (He) was often pointing out where I might use new or better components. He was acutely aware of our need to control our cost of materials and always did what he could to secure us excellent pricing.”
