By: Matt McHale, Vice President Sales and Operations, Global DMS, Inc.

 

In 1997, my partner, Vladimir Bien-Aime introduced me to a vision of his. It involved a dynamic solution for improving the flow of operations in the real estate appraisal industry. I had no technical background, or experience in software development, but I knew after Vlad’s explanation that the model was a success waiting to happen.

Two years later, our enterprise solution was a live entity and Global DMS was born. We started with the launch of our Flagship in November 2001. After numerous revisions and growing pains, the product was ready to go nationwide. Our organization, however, had some shortcomings if we were to succeed.

 

The first obstacle was financial. We secured a partnership with investors who brought with them knowledge and expertise in the industry, but also, traditional business habits. Through their contacts, we hired our first salesperson, a “player” in the financial industry who was labeled as a “can’t miss heavy-hitter.”

 

After several quarters, we had reached a certain level of success, but we knew the product, our model and ourselves deserved more. Having a solid background in sales, I decided to transition from a technical role in operations to a blended role with responsibility for managing technical operations and sales.

 

As I tried to develop our “sales pro’s” skills, I found it difficult communicating with him to improve his mediocre results. I decided it was time to find out why. I attended an Executive Briefing at The Training Center For Sales & Business Development entitled, “Why Salespeople Fail & What To Do About It.”

 

In March 2006, we commissioned The Training Center to do an Evaluation and Overview of our entire organization. In reviewing the data, we discovered not only that training did make sense, but we were also presented with a Playbook. This showed the specific areas we should target in our training program in order to achieve maximum improvement.

Through the Evaluation and Overview, Vlad and I realized how different our styles were from those of our team. Combine this with a lack of natural systems and processes, and it was easy to see what was holding us back. Not only were our weaknesses exposed, the Evaluation and Overview indicated the root causes of these sales problems.

We knew we had one of our key obstacles targeted…team members communicating ineffectively. Once we had a common language in place, we were able to design and implement our training program to address the specific needs of each individual.

 

Needless to say, upon reviewing the discoveries in our Playbook, skepticism from our investors was no longer a problem. Within 90 days, our results had already paid for our entire one-year investment in The Training Center - three times over!

 

As an example, our largest transaction prior to The Training Center was a $3000 annual subscription. In June we closed the first deal in Global DMS history with an investment of $3000…PER MONTH!! Our vision, and our perception of the value of our product in the marketplace have completely changed.

 

Our team has expressed thanks for the programs that we have give them. They have specifically mentioned that The Training Center has helped them not only reach goals in their personal and financial plans, but also they have had a general uplifting of their Quality of Life.

 

Through adoption of The Training Center’s Philosophy, Training Sessions, Workshops, Coaching and Reinforcement Material, we have begun to make our dreams and visions become reality.

 

Global DMS, Inc. provides enterprise software solutions for seamless turnkey operations. It provides enterprise operational solutions for the real estate, banking and mortgage lending industries. For more information on eTrac Solutions for real estate appraisers, check out www.myetrac.com or call 877.MyeTrac (877.693.8722). For banking and mortgage lending solutions, contact Vladimir Bien-Aime or Matt McHale through www.globaldms.com.

 

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