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Summer Bootcamp Seminar for Sales Professionals
July 02, 2008
By Avi Nimmer
"Any sales manager can be a Monday morning quarterback and criticize past results," explains Rick Davis, president of Building Leaders and author of the book, Strategic Sales in the Building Industry. "A true leader can instill behaviors that predict future results and success."
That is one of the many messages Davis drives home in his two-day summer boot camp for sales professionals. The camp, presented by Building Leaders Inc. and currently in its fifth year of operation, has helped rejuvenate and maximize the selling potential of over 250 sales managers. In these intimate sessions—no more than 15 people per camp—Davis guides salespeople on how to remain optimistic and productive during a slowing economy.
"Every ship rises and falls with the tide," Davis says, referring to companies' performances during the looming recession. Not everyone or every company is going to succeed during the rough times. The trick to success, according to Davis, is "not to go with the tide, but to outperform the tide."
So what makes the boot camp different from other training seminars? Why is the Buliding Leaders' Web site able to boast a 99.9% recommendation rating from past participants and audacious praises, such as "so much information it was like drinking water from a fire hydrant," from Gary Nugent, a regional general manager for Norandex Corporation?
According to Davis, it's the emphasis put on the psychological aspect of business. The camp spends a significant amount of time discussing famous psychologists and analyzing "brain patterns…and the psychology of sales performers," says Davis. Davis also addresses how to maintain happiness and success in a field that opposes the core aspect of many religions: "In a profession where the objective is to always get more and more, how can you ever be satisfied?" The key is to focus on indicators of success, other than just financial gain and closing-the-deal rates. "It's not just about results, but about helping people, and the effort you put forth," says Davis.
"I go right for the heart," Davis proudly claims. "I talk about fear and the emotional level of competence. We are all emotional being…[first you] capture the hearts of the people, [and only then can you] start instilling the skill set."
Editor's Note: The Sales Education Bootcamp will take place on August 19-20, 2008, in Chicago. For more information, visit the Building Leaders Web site at Building Leaders
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