791: Using Assessment Tools to Know & Grow Your Sales Team w/ Dr Kizzy Dominguez

ABOUT THIS EPISODE

In this episode we talk to Dr. Kizzy Dominguez, President of K. Parks Consulting.

We also share a special promo code for B2B Growth listeners for the upcoming Impact Summit in Salt Lake City on Oct. 13th.

You'll hear from influencers, business leaders & motivational speakers about how to build your personal brand, become a disruptor, increase social media reach, become a thought leader and much more at Impact Summit.

Learn more & get your tickets now at www.influencerinc.co/impactsummit.

Use promo code SWEETFISH for an extra 15% OFF now!

Click here to connect with this guest on LinkedIn.

Looking for a guaranteed way to create content that resonates with your audience? Start a podcast, interview your ideal clients and let them choose the topic of the interview, because if your ideal clients care about the topic, there's a good chance the rest of your audience will care about it too. Learn more at sweet fish Mediacom. You're listening to be tob growth, a daily podcast for B TOB leaders. We've interviewed names you've probably heard before, like Gary Vander truck and Simon Senek, but you've probably never heard from the majority of our guests. That's because the bulk of our interviews aren't with professional speakers and authors. Most of our guests are in the trenches leading sales and marketing teams. They're implementing strategy, they're experimenting with Pactics, they're building the fastest growing betb companies in the world. My name is James Carberry. I'm the founder of sweetish media, a podcast agency for BB brands, and I'm also one of the CO hosts of this show. When we're not interviewing sales and marketing leaders, you'll hear stories from behind the scenes of our own business. Will share the ups and downs of our journey as we attempt to take over the world. Just getting well, maybe let's get into the show. Welcome back to the BE TOB grows show. We're here today with Dr Kissy Dominguez. She Is President of K Park's consulting Kissy, how are you doing today? I'm doing well. How are you doing? I'm doing really well. It's a Friday afternoon, is we're recording this, so the sun is shining in my neck of the woods. I imagine it's probably shining in yours as well. Hopefully it's the same here. Logan. It's beautiful out. Can't believe it's the weekend and it's funny, it's warm. I feel like it's still summer. Awesome. Well, kids, we are excited to dive into this topic of how sales leaders can use an assessment tool that you're very familiar with the leading dimensions profile in both knowing and building their team. Before we jump right...

...into that topic, is Ye, I would love for you to share with our audience a little bit about yourself and what you and the team at ca parks consulting her up to these days. Oh excellent. Thank you so much. Logan. My background involves lovely industrial organizational psychology. So it's really the application of psychology and data to the workplace, to performance, to making teams better company stronger, and that's where my PhD comes from. And directly out of Graduate School I incorporated my business and haven't looked back and my team of difference makers. We basically our end goal is to make all of our clients lives easier, whether it's through assessments, it's through training coaching. We also even provide some it and graphic services to the federal government, to private sector clients, nonprofits and to hire education and we have the pleasure of being headquartered in Sonny, Melbourne, Florida, but my team is dispersed throughout the United States and some team members live internationally, and so we've really pride ourself and making our clients lives easier and just being pros, pros to just help our clients thrive and and no problem is ever too big for us. I love that. I love that because it sounds like you guys are serving quite a range of customers in industry and things that you're doing for them. Excited to dive into this. You know, assessment to all the leading dimensions profile. Before we get into, you know, how sales leaders can use this specifically, I'd love for you to give us a little bit of background on this...

...tool and give us a little bit of frame, a reference. So let's start there. Tell us a little bit about this profile, about the assessment tool that we're going to be talking a little bit about today. Yeah, of course. So, as your listeners probably know, there seems to be an assessment everywhere. You go on Instagram to get the late us about a friend or celebrity, and I swear there's something there around assessments. We all know about some of the the most common out there, that Mvti, emotional intelligent assessments. There's so many investments out there. So you know may be wondering, well, what's so unique about this one? Well, one in the leading dimensions profile is an assessment that is extremely valid assessment and has about ninety five items and is easily completed online. And based on this assessment you're able to learn how one approaches work because you maybe you've come across as maybe not, but you may have a team member where they're just all about the task, they're just so focus on the task. That's where they're going. Then you make another team member, colleague, where they're much more relational. So it's also looks at how you interact with someone. Maybe one of your team members is the company mayor or all of your clients know them because they're the kind of mom dad type of team member. Have those that are in between. So this assessment is really powerful because, instead of just focusing on personality or emotional intelligence, it really combines many of those different characteristics and sports are easy to use and, at the end of the day, gives you actionable information. So you know immediately more information about you, more information about your colleagues, more information about your team as a whole and, as you...

...are explaining it to me a little bit offline, kids that you mentioned. It really kind of breaks it down into two areas, you know, measuring how people approach their work and how people approach their coworkers. Tell us a little bit about you know why that's important for sales leaders to understand those two aspects of their team members. It's so vital because I have found that so achieving. You, hopefully you have a team of those that they want to achieve right. You want them to kind of have that internal drive, as well as there maybe external drivers, incentives, things of that nature, but you want them to want to achieve. However, Comma, if the focus on achieving, if the emphasis is so strongly on just getting that sale and maybe on ethical things happen or they don't follow the protocol that you have in plays or because of the actions that they've taken, you know they're going to get to sale, but then the customers going to want to cancel the next day. Then we have a problem. And so we're able to through this assessment, one determine how does one really approach tasks, how did they approach goals, and to really see how do they where do they fall on this continuum, as well as relate ating with others? As your listeners know, how you interact is key. It's key to the market, is key to what you're selling, and and so you want to know how do they how did they engage with others? How do they collaborate? How do they relate to how do they affiliate? Do they come off open, do they come off close? Is it somebody who's very self protective, and so others may misjudge them as being rude or snotty? Who knows, but this using the the leading dimension profile. You're able to find out this type of information because...

...ultimately, both ones achieving dimensions and the relating dimensions impacts performance. Today's gross story is about a leading global cyber security company. Even though they're incredibly successful, they struggled with demand generation within an extensive contact database. To solve this problem, they worked with a partner to implement a multi tactic program that included email, AD retargeting and inside sales in marketing out reach activities. I hope you're sitting down for this next part, because the program generated an Roy of over five hundred percent. So what kind of partner can deliver these jaw dropping results? MRP politics. MRP politics is an inside its power to count based marketing platform with streaming predictive analytics baked into its core, integrating multi channel ABM execution. On these insights, mrp politics triggers display email, direct mail and global inside sales in real time, helping the largest marketing departments in the world deliver the right message to their customers at just the right time. Can mrp politics get similar results for you probably find out by visiting mrpfdcom or click the link in the episode description of this interview. All right, let's get back to the show. Yeah, and, like you said, there can be a lot of different aspects to successful salespeople. You know, the sales acceleration formula is a book that I've read on on building sales teams and it touches on that aspect of, you know, their salespeople can achieve results in different organizations, in different ways or in different segments of the market. So I hear that in what what you're saying here as well, Kisz. So wanted to transition to talking about, you know, how sales leaders ca can use...

...the LDP and assessment tools like this to really understand their team. Tell us a little bit about where you see this tool and tools like this being used by sales leaders and what they should be thinking about in how they, you know, apply the results that they get in understanding their team better. Often I come across others like, for instance, I I was just at this event that was for entrepreneurs that some had few hundred employees, some had way more than that, but the one of the themes was well had a discussion around their top sales person right now. I want I want to think about that. Who is your top sales person? When you think of your top sales person, there's got to be somebody that POPs in your head and you you always say to yourself, I wish I had more, and you fill in the blank with that person's name. What Maria? Wouldn't you love for more of her? That's who you want, because then you would be able to achieve all of your goals and go on that two week vacation you always wanted to go on. So you'd love to do that. But at the same time, what do you really know about Maria? What do you really know about your set, your top salesperson, other than they're getting you that desired end golder, they're closing that sale, they're giving you those numbers that you desire. So one of the benefits of leading, of using a tool like the LDP, is being able to really understand who is this person, because often you have a Maria and then you have your non Marias and then you want everyone to be like Maria and then you're disappointed because you don't have other Marias. So this tool allows you to kind of create that character sketch. So then you know, okay, here these attributes that align with my top salesperson. So now you can take that and look for other team members like this and hire for them train around these areas, and or you can...

...start to put together teams. Or maybe one other use of this is about the individual level of finding more Marias. But also, if you have teams, maybe you need a fewer Marias in that team and you need a different type of person in that team. Maybe the line of product or service that you're offering has change and maybe that Maria just isn't doing it anymore and and now you need to take a shift. So you can figure out, well, what what am I really what do I really need? What is that person look like? How do they assimilate and connect with other team members? How do they really engage and build rapport how did they ease tension? How they look for opportunities, how do they rally around and other things of that nature. So using a tool really helps to get at that, because with beautiful about an LDP or any other type of assessment is they tend to be very nonthreatening as long as a person or your team understands the why they're going to be very open to responding, because who doesn't want to learn more about the most important person in their life, and that is you know us now. We love learning more about it. Right, right, I love that and you know, it sounds like you're touching on a little bit of what we talked about at the top of the interview. Is that, you know, having an assessment of how these performers approach their work, but also how they approach others. Not necessarily a team full of Maria's, if we're using that as as our fictitious top performer here, you know, it might not be the best mix in how they interact with each other. So understanding that dynamic, I think you know, is is really important as well. And, like you said, different sets of sales skills could lend themselves to different type of sales and things like that. Coming away from, you know, this recent event or working with other clients, have you kind of seen some...

Aha moments or a sales leader really kind of change their approach and see some success by implementing the LDP or a tool like this and take their team to the next level? Kissi yeah, I've definitely have. There was a workforce that we worked with and and and they were struggling. They they were those that were top performer, those that weren't. There were those using their crm, those that weren't. I mean it was really, it seems, all over the police. And so by using the assessment, the client was able to better match their their reps. on the there's a a sales closer style that's connected to to a couple of the different types of LDP and by connecting that sales closer work style they earn as much as a s nine percent increase in revenue for those that were with the better match than those that didn't have the match. Wow. So it was a huge impact for them and it was a small tweak that they made and they reap that huge benefit. Awesome. That's a that's a great example for us to take from this conversation to Kius he, I appreciate it well, because he this has been great. I really appreciate you taking some time to share with our audience your expertise on this topic today. If anybody listening to this would like to stay connected with you, find out more about what you and your team are doing, what's the best way for them to go about doing that. You know, there's a multitude of ways. I am I'd love to talk so you. You're more than welcome to call me direct three two one, like lift off because of NASA. Three two, one, seven, ninety five, nineteen away, you can call. I'm also very active on Linkedin. Kissy Dominguez, you will easily find me. There are other kissies, but there's, to...

...my knowledge, only one Kisi Domingos, so you should find me. Also, you're more than welcome to go to our website, and that is k's and Kilo Parks, like Rosa K Park's Consultingcom you are also more than welcome to go to Kate Park's consultingcom to learn more about us, and I really encourage you to connect with me on Linkedin. I would love to learn more about you, answer any kind of questions. Feel freed call, text whatsapp if you desire, and I really hope you enjoyed our chat today. Awesome, I know I did. Kizzi, thank you so much for coming on to the show. Well, thank you so much. We're going to really appreciate the opportunity. Awesome, all right, we love it. Well, before we let you go, today, folks, we wanted to share with you an upcoming event that we're excited about. The impact summit is happening in Salt Lake City on October thirteen, so coming up pretty close here. If you are a business leader leading a team looking to increase your reach on social media, become a disruptor and a thought leader in your space, or you're trying to figure out how do I work on my personal brand and leverage that to advance my business and my career, than the impact summit is something you're going to want to check out. Our very own James Carberry, the founder of sweet fish media, is going to be leading one of the breakout sessions. So would love to connect with you there. And if you want to find out more, if this sounds up your alley, check out influence or ink dot. CEO Impact Summit. Will also link to it in the show notes. If you do and you decide to meet up with us there and other leaders at the impact summit, you can use the promo code sweet fish. That's sweet fish all, one word, no space in there, to get fifteen percent off your tickets and look forward to seeing you an impact summit in October. Becoming a thought leader doesn't just happen. If you want to build a strong personal brand and extend your reach online and offline, you need...

...a plan. Want help developing yours, check out impact summit. This one day event is bringing together best selling authors, professional athletes, influential CEOS and emerging entrepreneurs, all for one purpose, to equip you to lead, influence and inspire. Whether you're looking to build a lasting legacy with your business or extend the reach of your brand. Impact Summit speakers will share inspiring stories and practical lessons to help you on your way. Did we mention a session on launching and growing a podcast? You guessed it. You'll hear from sweet fish media's own James carberry during that session. You won't want to miss all of these influencers and leaders coming together in Salt Lake City on October thirteen. Ready to learn more? Check out influencer INC DOT Coeo. IMPACT SUMMIT BE TOB growth. Listeners can get fifteen percent off the price of their tickets for this event by using the Promo Code Sweet Fish. Sweet Fish, so use that code, get your tickets today and get ready to grow your brand and your influence at impact summit. Two Thousand and Eighteen.

In-Stream Audio Search

NEW

Search across all episodes within this podcast

Episodes (1800)