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Posts Tagged ‘team’

Data Dome Expands Training, Welcomes Rico Pena

Wednesday, July 11th, 2012

We at Data Dome would like you to join us in welcoming the newest addition to our facilitation team: Rico Pena.

Rico has combined his 25 years entrepreneurial experience, DISC training and his military background into a tactical approach to business that delivers results with measurable military precision and creative out-of-the-box solutions.

“Rico is a strong addition to our growing Data Dome family. I’m excited to welcome him to our DISC facilitation team,” said Art Schoeck, Founder and CEO of Data Dome. “Rico brings an international perspective – he’s delivered results around the world for Fortune 500 companies and entrepreneurial leaders.”

Rico’s positive attitude and military discipline make him a dedicated and sought-after trainer and speaker.

To find out more about Rico Pena and the rest of the Data Dome team, please visit his bio on our About the Team page.

Data Dome Expands Training, Welcomes Babette Anderson

Saturday, January 28th, 2012

We at Data Dome would like you to join us in welcoming the newest addition to our facilitation team: Babette Anderson.

Babs, a Certified Professional Behavioral Analyst, has 30 years of experience in sales and operations leadership and corporate training management. She spent 11 years in the telecommunications industry in leadership roles including Verizon Wireless District Manager, Associate Director of Store Operations and Verizon Wireless Northeast Area Training Manager.

“I’m pleased to welcome Babs into the growing Data Dome family as a member of the DISC facilitation team,” said Art Schoeck, Founder and CEO of Data Dome. “Babette has the real world knowledge to show how the lessons from the training class apply to everyday situations.”

Babette’s infectious energy and high-performance track record managing and leading teams make the classroom experience fun, informative and engaging.

To find out more about Babette Anderson and the rest of the Data Dome team, please visit her bio on our About the Team page.

Data Dome Expands Training, Welcomes Sara Cegelski

Friday, December 23rd, 2011

We at Data Dome would like you to join us in welcoming the newest addition to our facilitation team: Sara Cegelski.

Sara, a Certified Professional Behavioral Analyst, has a 20+-year track record as a consultant, facilitator, speaker and instructional designer. She has facilitated training programs for numerous clients worldwide in corporate, educational and not-for-profit sectors, focusing on topics related to workplace communications, management and leadership.

“I’m delighted to welcome Sara into the Data Dome family as a member of the DISC facilitation team,” said Art Schoeck, Founder and CEO of Data Dome. “Sara has solid experience and an engaging, high-energy style that makes for memorable sessions.”

Sara’s areas of specialization include DISC behavioral style, performance management, supervisory skills, conflict management, customer service, team communications, ethical decision making, leadership development and train-the-trainer.

To find out more about Sara and the rest of the Data Dome team, please visit her bio on our About the Team page.

Sales Hiring Mistakes – Experience isn’t Everything

Tuesday, May 3rd, 2011

If there is one truth in business it is that you won’t stay in business if you don’t make sales. Every single day businesses struggle to unlock better sales performance and hire the best salespeople, but unfortunately all that training and screening doesn’t always get you the results you want. Why? To understand this let’s explore some common sales hiring mistakes:

Mistake #1 Over-valuing sales experience.
We love to see the president’s club mentioned on the resume, but it is dangerous to assume that past sales success will mean that the candidate will know how to sell your line of products or services. Simply looking at the sales performance numbers won’t tell you about the type of customers that salesperson was successful with nor the sophistication/complexity of the product or service sold. Looking at numbers without context won’t help you find a candidate with the right behavioral match and communication style required for successful sales at your company.

Mistake #2 Not hiring inexperienced people.
There are no statistics that show past sales success alone to be predictive of future success. A sales “newbie” is likely to be more receptive to the training you provide, with less need to unlearn approaches that may have worked while at a different employer, but are no longer applicable due to the changed circumstances. Hire for behavior and attitude first, aptitude second and experience last.

Mistake #3 Hiring based on old criteria.
Even when sales are faltering many companies will continue to hire salespeople based on the same old criteria typically established during a more successful “heyday” period in their past. The business landscape is always shifting making it necessary to adapt hiring criteria to those changing circumstances. Why would you bring in new people selected with the same criteria as your current team when that team is now underperforming? Hire for the future not to recapture a past that no longer exists.

Mistake #4 Hiring all the same type of people (just like you).
This isn’t just true in sales, it is a common problem in all areas of business. We fill teams with people like ourselves because they make us feel comfortable, but the real world is full of people with diverse communication styles and a range of behavior profiles. Salespeople tend to perform better when their behavioral style is similar to the prospective customer’s, but unless all your customers happen to fit the same profile, you’ll be missing out on your team’s overall sales potential.

Mistake #5 “Bumping” a top salesperson to sales manager
We’ll be expanding on this mistake in a future article, however, it is not uncommon for organizations to either take one of the best salespeople they already have or bring in someone with a great selling track-record and “bump them up” to the role of sales manager. Unfortunately this is all too often a mistake because many of the behaviors, reflexes and attitudes that work so well for the sales process are not necessarily desirable as a manager. Similarly, managing sales people requires behaviors that are not necessary for success in selling. Although every scenario is different, one common example is simply taking someone who is happy having independence, self-direction, mobility and a high degree of interpersonal interaction in their sales role and suddenly putting them in a position that requires spending the majority of time confined to a desk filling out reports and prepping for internal meetings. It is an abrupt behavioral shift and one that will be difficult to sustain.

Awareness of these common mistakes can help you build a more effective sales hiring process. We can help you learn to identify the behavioral and attitudinal criteria that are better predictors of sales success. We also offer behavioral based sales training that can teach your new hires and your “old guard” how to recognize communication preferences and adapt their own behaviors to build trust faster, lower resistance, and close more deals.

Improving sales performance requires educating your salespeople and improving their ability to recognize and adapt to behavioral and communication styles that may not match their own. At Data Dome we specialize in using the science of behavioral analysis to unlock the keys to better performance, improved team dynamics and creating the best fits for your organization to thrive. Contact Data Dome for more information on developing hiring strategies and for training that opens the DISC Doorway to Better Sales Performance.

Data Dome Welcomes Lisa Bouchard, Expands Training Team

Monday, January 24th, 2011

We at Data Dome would like you to join us in welcoming the newest addition to our training team: Lisa A. Bouchard.

Lisa, a Certified Professional Behavioral Analyst, has over 15 years of expertise in applying the insights of DISC to the issues and practical realities of the business world. She has a unique ability to establish rapport at all levels of the organization, from the board room to the shop floor. This skill has made her a change agent for clients in the consumer goods, banking, health care, manufacturing, financial services, pharmaceutical and telecommunications industries.

“I’m delighted to have Lisa join the Data Dome family as a member of the faculty for our Advanced Experiential DISC Certification class.” said Art Schoeck, Founder and CEO of Data Dome. “Lisa has a knack for connecting with people. She is a dynamic trainer who can inspire people to reach levels of understanding beyond their own expectations.”

In addition to her consulting experience, Lisa spent 13 years in sales management. She knows the importance of getting results and that’s why she emphasizes in her training sessions that DISC isn’t just theory. She teaches how to use DISC profiles to decipher and improve the situations real businesses, and real people, face every day.

To find out more about Lisa please visit her bio on our About the Team page.

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