How to Build a High Performance Sales Team »
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| Speaker | Doug Malouf, Chief Executive, DTS International |
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International research has found that behaviour is observable. At this fast paced session, Doug Malouf will show you the four behaviour styles and how you can communicate more effectively with your sales team. So come along prepared to show your style and reveal your management strengths and weaknesses. Doug Malouf started selling at the age of seven in his father's general store. Today, he’s the Chief Executive of DTS International. Doug’s been involved in staff training and professional speaking for many years and his company and accredited trainers work with over 50,000 people a year on a worldwide basis. He’s published eight books and five audio cassette programmes and is one of the first speakers in Australia with the designation ‘Certified Professional Speaker’. Doug’s the only Australian who’s been the keynote speaker for the American Society for Training & Development and he’s the foundation vice president of the National Speakers Association of Australia. Don’t miss this chance to hear Doug Malouf while he’s in Auckland! What a member had to say... We are so lucky at SMEI. We get to hear world-class presenters entertain, engross and educate! And so it was that we who saw Doug Malouf from DTS International at the Sales Breakfast on 30 January got to learn how to read peoples’ minds! Well, just so you don’t think Doug was doing a Superman impersonation, complete with x-ray vision, what happened was Doug introduced us to ‘DISC’- a ‘clearly observable language of observable behaviour’. The basic idea is that while, realistically, it isn’t possible to read people’s minds, we can understand the way they think from observing their behaviour. After listening to Doug, we found out human behaviour consistently falls into 4 general types. These provide a template and guide for sales people to base opportunities around personality types. This is important to sales people because a key element in the sales process is creating rapport. This system also enables managers to create the right mix of personalities within their own sales teams rather than merely having a team that reflects their own personality. Briefly the types break down into: · Forceful, Results Oriented · Optimistic, Talkative · Steady, Patient and Relaxed · Precise, Accurate, Detail Oriented Doug put these types into a circle and labeled them D, I, S, and C and then described them in memorable and at times hilarious ways to give the concept life. So, while we didn’t develop x-ray vision, we did become a lot more skilled in reading people. Another great SMEI event! - Dave Clark, Communications and Marketing Director, Brave New World | |