The Internet Integrated Access DNA Sales Development Program & Coaching

Who is this program designed for?

Specifically for Dealers and Distributors of Companies that have participated in the DNA Sales Process. These DNA Selling Companies would like to have their network of Dealers/Distributors experience the same sales success and be on the same page regarding sales language, selling systems and execution of a very successful sales process.

Salespeople that will someday attend a live two day DNA Sales Workshop in Alabama and the Discovery Achievement Group TeleClasses, but want to get a jump start on the process before attending the two day workshop.

This interactive class is for individuals and or Companies who can not travel to Alabama to make a class. Each participant will be interviewed prior to acceptance in the program to determine the level of commitment and that the level of disciple is available to follow a proven and structured interactive learning and coaching model with out the classroom.

What are the requirements for attending this process?

Must have completed and been debriefed in the Objective Management Group Sales Person Evaluation.

Sign and return to the Gulas Group the commitment form stating they will do the required action plans and they will attend or make up any sessions via the recorded sessions.

Spend between 30 and 60 minutes prior to first class doing some pre-work assignments.

Each participate is responsible to schedule a minimum of an hour between each Discovery Achievement Group TeleClass to complete that weeks action items. They must also be prepared to discuss their experiences about what they are learning during each TeleClass.

What materials are available upon signing up for the program?

Either an OMG Evaluation or Upgrade to an Evaluation from a Screening

Access to six months of the Sales Coach I Modules Program accessed through a password protected site on the Internet. The Sales Coach I Modules Program is made up from the following three topics:

• Prospecting: In this 15 chapter module, you'll be taken through a very detailed      approach to prospect more successfully. Included in this module are tips on cold calling, how to create a more impressive 20 second commercial and steps on how to make a Cold Calling Journal, which will help you develop a much more successful prospecting process
• Sales Process A to Z:   This module contains 11 chapters that approach all of steps involved in developing a successful sales process. By looking at your buyer's process and creating your own selling process, you'll be able to turn many more prospects into clients
• Overcoming Stalls & Objections:  Everything you need to overcome common stalls and objections is within this 9 chapter module. You'll be shown today's most common stalls & objections, learn tips on how to avoid them and methods to create them yourself so that your prospect actually talks himself out of the roadblocks he's set up for you.

Worksheets from the Learning Guide used during the event
Six Months of Discovery Achievement Group Live TeleClasses held every other Monday morning at 11:00 a.m. Central Time. Participants also receive one to one personal coaching to strategize over accounts or pipeline on an as needed basis.

The Audio CD titled “Quick Lessons and Role Plays” Make the most of your driving time by listening to short lessons and role play examples of selling scenarios that you'll encounter on a regular basis. Understand the fundamentals of qualifying the prospect, dealing with a variety of stalls and objections, making cold calls, asking for referrals and more. Finally you'll hear plenty of examples of how to ask the questions, make the cold calls and set up the rules of engagement. Over one hour of great selling advice in over ten critical skill areas.

Several books which must be read during the six month learning period these books titles are:

Baseline Selling by Dave Kurlan
Mindless Selling by Dave Kurlan                       
Common Sense Selling by Dunn & Schumann

Internet Access to the “Visual Pipeline” and “Qualifier” for one year The Visual Pipeline provides a way for us to view, in a single look, the state of our business.  The pipeline is represented by the four bases with Suspects (we got an appointment) along the first base line, Prospects (they need it, have a compelling reason to buy and we have S.O.B. Quality) at second base.  Our Qualified Opportunities are lined up on the way to third base and our Closeable Opportunities are lined up on the way home.

Participants receive access to several years’ worth of Gulas Group Newsletters covering workload/performance issues, sales and sales leadership.

What are the accountabilities of the program?

Participants attend and complete action items that derive from TeleClasses that meet every other Monday from 11 A. M. till Noon Central time.

Books must be read as assigned and pipelines consistently filled out and discussed.

Participants must exhibit that they understand and are executing parts of the DNA Selling Model featuring strategies and tactics found in “Common Sense Selling” and “Baseline Selling”.

What results can one expect from this program?

Any sales development process must increase sales. That being said one must consider the time frame in which those sales increases will take place. A more effective and lasting measurement of sales improvement is the level and type of activity being performed. A second indicator is the sales behavior that will allow for one to execute a consultative/solution oriented sales process. During the Internet Integrated Access DNA Sales Development Program both activity and behaviors will increase and improve. You will witness increases in the quality and quantity of opportunities brought into the pipeline. In total all of this will increase sales for a much longer term than the usual short term motivational fix. For a better indicator and time frame of the actual sales increases review the growth potential and performance issues in your OMG Sales Evaluation. With consistent coaching, inspiration and accountability the candidate will begin to eliminate performance issues and tap into their growth potential during and after the development process.

As an Owner of the company what happens if the person I send does not perform the work and is terminated from the group?

That person will be asked to leave the group after a written warning. Once that person is removed from the group no refunds are available.

As an Owner what do I do if the person I enroll in the sessions is terminated or quits before the sessions end?

If a candidate is terminated or quits your company before the session is ended a pro rated credit is issued for the remaining time left. If that position is not replaced in a reasonable time frame or if that position is eliminated a credit will be issued. Any replacement materials will be billed at retail plus shipping so you may want to request that all material remains in your ownership until the participant graduates.