30 October 2019: 11.00 – 11.45 am :

Key takeaways:  Learn how to gain insights into the mindset of your salespeople.  Learn the key mindset issues which get in the way of sales success.  Learn that you can coach salespeople on the mindset issues.

Target audience:  All member levels

The importance of evaluating salespeople & why assessments should be used to support hiring them

Pete Evans, the Managing Director of Ventas, and Fellow of the APS will be interviewing Dave Kurlan, the CEO and Founder of Objective Management Group (OMG). OMG are the leader of sales evaluations and sales candidate assessments. Dave Kurlan is expert in all facets of sales, sales leadership, sales strategy, sales process, sales recruiting, sales training, coaching and consulting. Ventas is an award winning OMG partner.

In this interactive interview, Dave and Pete will share their thoughts on the importance of using sales assessments to evaluate salespeople to help support the drive for improved sales performance.

Research shows that increasing numbers of salespeople are struggling to hit their sales quotas, despite the fact that investment in traditional sales training continues. Mindset accounts for 80 per cent of success in sales. Dealing with and understanding the mindset issues of everyone in sales can provide you with a real springboard to help grow sales.

Using  a scientific way of identifying the mindset issues and what prevents salespeople from consistently executing a sales process, sales strategy, enables you to coach salespeople more effectively. Not dealing with the mindset issues has dramatic implications for sales teams and salespeople.

Key takeaways:

  1. Learn how to gain insights into the mindset of your salespeople
  2. Learn the key mindset issues which get in the way of sales success
  3. Learn that you can coach salespeople on the mindset issues

Other Technical Details:
– We will be using GoToWebinar.
– You can join our session by using a Mac, PC or a mobile device.

Please note that if you are not a member of Association of Professional Sales and book a ticket, our members will take priority and, in event of reaching full capacity, you may be contacted closer to the event to cancel your booking. To ensure you are able to attend all events, join the APS.

The APS are committed to ensure we are fully compliant with GDPR regulation changes.  As a member of the APS, we provide options of segmenting the communication you receive into the topics which you are most interested in, to safeguard that the content we provide to you is useful and interesting. You can access your personal preferences upon registration, or opt-out of these member benefits, should you choose.

Dave Kurlan
CEO, Objective Management Group

Pete Evans
MD, Ventas

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