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How to build a dynamic and effective High Performance Sales Culture
The Sales Culture of a Sales Team is determined by how Managers interact with Sales People, how Executives interact with Sales Managers and the talents and capabilities of the Sales Trainers. These three interactions determine the ....
Intel that matters for Sales Executives...
The Vital Elements of a Performance Driven Sales Training Approach
Sales Training that is PERFORMANCE DRIVEN focuses on the skills and habits that have the biggest impact on results. Study after study shows that an inability to skillfully use a simple, consultative sales process is the #1 reason why ...
Most Sales Training is too easy ...
Over the last 20 years, Sales Training has become more analytical and driven by lengthy case studies, increasingly complex models of buyer personalities and more complex account development models. What's missing is ...
How Financial Wholesalers Can Build a Stronger Sales Organization
Financial Wholesalers face a unique challenge. They have got to convince Financial Advisors to recommend their products to their clients and SHOW THEM how to communicate better with their clients so that their clients can...
Why Sales Managers Don't Coach
In recent interviews, 73 our of 75 Sales Executives agreed that poor Sales Coaching by front-line Sales Managers was the #1 problem facing their Sales Teams. That their Sales Managers continue to resist coaching even after training ...
“Michael's team helped us develop the most effective sales and coaching programs we've ever had. We fell into the trap of tolerating too much mediocrity as we got bluffed out into thinking all the answers were in better technology. Now, our sales team is doing the stuff that matters -- meeting with more high capacity buyers and using the absolute best consultative sales process out there. Dycoco is the best..”
Robert S. - Director of Sales - Large Internet Technology Firm
Why do so many Sales People Fail?
After working with 17,000 Sales People from 135 Companies and over 1,400 Sales Managers and Executives, the reason such a high percentage of Sales People produce poor results continues to boil down to three critical factos.
List of clients
we have delivered large training projects to
How a Dycoco Sales Improvement Project Typically Works...
Clients come to Dycoco because they typically want two things... First, they want an increase in sales, improvement of margins and lowering of costs. Secondly, they want a more dynamic and robust Sales Coaching Culture that produces..
How to Build a Dynamic, Talented and Versatile Sales Training Team...
A versatile and talented Sales Training Team can skillfully facilitate all aspects of sales training, sales coaching and can assist Sales Coaches in the field and with remote sales coaching in a way that gives them a "special ops" kind of ...
17-Week Times Best Seller - "If You're Not Out Selling, You're Being Out Sold"
The classic, timeless book, by Michael St. Lawrence that explores, in their own words, exactly why Top Performing Sales People produce the remarkable results they do. Unfiltered, candid and filled with timeless advice.
Building a high performance Sales Organization has never been tougher than it is today. The decisions are more complex and allocation of resources more difficult. Sales Executives are often ignoring some critically important...
Bedrock Sales Communication Tools and WHY they matter so much...
Simply put, if Sales People do not master the bedrock sales communication tools their likelihood of success is minimal. They must be able to communicate competitive advantages, a value proposition and a simple answer to the question...
The Most Under-Utilitzed Resource on the Sales Team
Great Sales Teams have five vital elements -- Sales Executives, Sales Managers, Sales Trainers, Sales People and Sales Support Staff. Of these 5, the potential of the Sales Training Team is nearly always under developed and, as a result...
Competency Thresholds - A fundamental tool Sales Coaches desperately need...
Sales Coaches often have the desire to coach more, but they lack a method or system that goes beyond catchy phrases. Competency thresholds give Coaches and Sales Trainers a powerful platform to hold Sales Teams more...
How to Build
a world-class sales organization