dta WORLDWIDE are pleased to be a partner of the Sales Effectiveness Australasia Breakfast Event Series.  Join us at the following event in Sydney on June 18th.  If you are not in Sydney, you can register for the virtual event and still receive the DVD and ‘Book of the Month’.  For more information and to register

click here

The future of effective sales leadership by Malcolm Dawes

• Understand the importance of 10 core competencies for sales managers
• Know the essential qualities to allow you move from sales management to sales leadership
• Be able to focus on your own strengths to develop the effectiveness of your personal leadership style

Overcoming fear to create great sales results by Suzanne Mercier.

 What is fear, and why is it a natural part of the human condition?

Can I really overcome fear in a competitive sales environment?

How can I build more sustained resilience in my sales prospecting and negotiations?

Selling is one of the most critical activities in the work environment.   Without the ability to sell, ideas would be nipped in the bud, products could “rot” on the shelves and services would remain unused potential.

Extensive research has proven that even the best of sales people will, at some point, miss opportunities and underachieve because of fear. It can be fear of rejection, call reluctance, fear of failure – or one of the many other ways fear can be manifested.  But fear is also natural.  Anyone who needs to sell – from a sales professional to a business development person to a non-sales employee – knows and feels fear when it comes to selling.  Picking up the telephone to make a prospecting call can feel traumatic.  Closing the sale can be equally daunting.  Yet, both those activities are critical to the sales process and to the business.

Research has identified that the interaction through selling accounts for 53% of the influence on a purchase decision. Building on that, what increase in sales and bottom line could you achieve if you could transform fear into energy that propels you forward to action and success?

By improving your sales skills, you can overcome the reluctance that many people experience around selling, but this is not the only solution.  By addressing the fear that makes it so challenging to put yourself on the line, your selling skills can be put to great use.

Over the last 10 years, Suzanne Mercier has become an expert on the limiting nature of fear.  In this session, Suzanne will lift the veil from fear and share how – by understanding our fears – we can overcome them to achieve better sales results.

During this compelling session, you will:

• Understand the nature of fear and how it inhibits our actions
• Receive tools to transform fear into more productive energy
• Recognise the triggers of fear and address them before they hit
• Feel more willing and able to increase prospecting activity
• Increase your ability to close the sale

Again, another busy day at the office at dta WORLDWIDE yesterday, on day 4.  The majority of the day was spent doing some major changes on the dta website.  Although it is a long process, it needed to be done and the end result is great.  The changes make the website look a lot better, easier to navigate and understand.  Loads of new links have been added as well, and the home page has been completely transformed.  I think that it all looks really good, and hope that you agree!

Some other things I did yesterday included learning about invoicing; how to process them through the computer and send them off to the client, and of course some more accounting!  Most of day 4, though, was mainly focussed on improving the website, which continues today on day 5.  You can have a look at the changes, and read about them when I am back in the office on Monday.

Yesterday was another busy day at dta WORLDWIDE on my work experience at the headquaters.  After the usual accounting necessities out of the way, I was taught how to score the interactionPROFILEs in preparation for a course being delivered by a client.  Using the scoreBOARD software, the results were analysed and scored for each person.  I then packed them into envolopes ready to be sent off and delivered to the participants.  We also set up a new leadershipPROFILE for a client.  Then I helped to write a proposal and learnt about what it is for and how to make it effective and appealing.

Afterwards, I continued with the reconstruction of the website. I added many new links and sections to explore and learn more about what dta does, so you can take a look at those.  The hits have been going up and we hope that it can continue!  The reconstruction is still in progress today on day 4, which you can read about tomorrow.

It was day 2 at dta yesterday, and I have learnt just as much as the first day, and been busy again.  After doing a little bit more updating of the accounts, I was eager to check how many more responses had been completed for my interactionPROFILE that I set up for myself on day 1.  I was also taught how to track the scoring of other projects and what to look for in the data that was there.

Later on in the day I made up some more salesFLEX workbooks.  After that, the rest of the day was mostly spent working on the dta WORLDWIDE website.  The boss and I looked at who and where the hits from the website had been coming from and set to work on a bit of reconstruction on parts of the site that could be improved.  I added some more references to the testimonials page about the work that dta have done for their recent clients, added a place for you to send a message to dta, and even added a tip of the week to get you thinking. 

Another busy day today on day 3, which you can read about tomorrow.

Hi, my name is Ben and I’ve been hired for the week to work with dta WORLDWIDE at the Headquaters in Australia.  I am in year 10 and doing work experience with dta, learning about the company and helping out around the office.  Yesterday was my first day, and first of all I had a full run-down from the boss about what the company does and how it is run.  I helped out with some accounting, and learnt about the different assessments and courses.  Later on I made up some workbooks for an upcoming course.

My first day was a very interesting experience in which I learned how much work goes into the business and how it operates.  I learned a lot about how companies are run and how they interact with clients.  My day at the office today is sure to bring more new things to do and learn about.  You can read about those tomorrow.

dta WORLDWIDE recently attended the 3rd annual conference for the United Professional Sales Association (UPSA) in Johannesburg South Africa.  UPSA exists to enhance the capability and competence of Sales Professionals.  It does this through sharing of expertise and information.  The conference this year attracted around 125 delegates from a wide range of industries.  dta WORLDWIDE were invited to attend and a presentation was made by Malcolm Dawes, Managing Director.  Malcolm spoke on Sales Leadership which attracted significant interest from delegates who spoke with the dta representatives at the exhibition at the same event.  During the UPSA conference  dta announced the launch of a new alliance partnership with Innovex South Africa.  Innovex are renowned for their sales expertise and provision of outsourced sales teams, company analysis, sales and management training.

The new partnership means that Innovex will represent dta WORLDWIDE in South Africa and offer the full range of services.  Click here for contact details of dta in Johannesburg