Performance Mindset
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18-Oct-2014 -
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Transcript of Performance Mindset
You deliver Paradise
Help customers to get there
Problemthe
Change
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Disruptive change
Compete for the future, not just
the present
“Today’s customers are online explorers, seeking out online ratings,
peer reviews, videos and in-depth product details as they move through
the buying decision process.”
Move to tomorrow’s battleground
You feel like this?
You feel like this?
Solutionthe
CHANGEbefore you have to
CHANGE
“It is not the strongest of the species that
survive, nor the most intelligent, but rather
the one mostadaptable to change.”
- Charles Darwin1809 - 1882
“If you don’t likechange, you’regoing to likeirrelevance evenless.”
- General Eric Shineseki,Retired Chief of Staff, U.S. Army
Success is a journey
Key to success is alignment
erentf
difthink
Re-think how you think
Horizon 10 - 6 months
Horizon 26 - 12 months
Horizon 312 - 36 months
Thinking at 3 Time Horizons
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Get it right
Party all night
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Get it wrong
25
Find 3 Take Aways
1. Simple
2. Creative
3. Actionable
See the world through new eyes
Think outside the box
See outside the box
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What is your Growth Plan?
NEW WORLD
OLD THINKING
FAIL
X
=
Overcoming barriers to change
CHOICE
Changestarts with
Prisoners of the past
“All failure is failure to adapt, all success is
successful adaptation.”- Max McKeown, Adaptability: The Art of
Winning In An Age of Uncertainty
Even elephants can learn
Develop a Winner’s Mindset1
Create a Performance Culture2
Focus on Execution3
What are the
characteristics of Top
Sales Performers?
Question:
Rank in order of importance:
• Creativity • Tenacity • Integrity • Curiosity• Passion • Empathy
1. Empathy
2. Integrity
3. Passion
4. Creativity
5. Tenacity
6. Curiosity
…to build rapport
…to build trust
…to build interest
…to build the right solution
…to close the deal
…to build understanding
Research found:
See through the eyes of the customer
Imagination
Take them here
Courage to close
Personal Accountability
Know
Anticipate
Catch every opportunity
Hate losing
You can’t teach an old dog new tricks
Change your thinking
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The hard way
AND Thinking
AND Thinking
AND Thinking
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AND Thinking
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AND Thinking
Prisoners of our own thinking
Constraint-based thinking
Constraint-based thinking
Constraint-based thinking
Collective constraint-based thinking
Bring about the possible
“Attitude is a choice, and its available to all.”
Business Attitude
- Seth Godin
“What actually separates winners from losers isn’t
talent, its attitude.”
Sharpen your business attitude
Resilient Thinking
Develop a Winner’s Mindset1
Create a Performance Culture2
Focus on Execution3
How would you describe your
Performance Culture today?
How would like to be able to
describe it tomorrow?
Question:
Are you acompleter?
Do-it-yourself mindset
You are accountable
Knock on every door
Always be prospecting
Get everybody on the same bus
Get the buses aligned
Take the right people with you
Use subtitle persuasion
Values-driven OrganisationTools
TeamLeadership Services™
Creating a Culture of Performance
Results
Team Management Systems™
• Open to change• Future focused• Innovative• Resilient to challenges
S - SelfT - Team
• Inspired• Engaged• Committed• Motivated• EnergisedP
-P
eop
le
Leadership
Performance
Culture
Develop a Winner’s Mindset1
Create a Performance Culture2
Focus on Execution3
What 3 things would deliver
maximum short-term results
(< 30 days) for your
business, your team or you?
Question:
Personal focus
Team focus
Future focused
Get ready for change
Strategic choices
Highly adaptable
Manage ambiguity
Sales Game Plan
Lead and they will…
Lead them one at a time
source: www.corporatevisions.com
Lead them through the Buyer’s Journey
1 32
Educate
Inspire
Create a sense of urgency
Recommended reading
What did sales winners do?* 1. Educated me with new ideas or perspectives2. Collaborated with me3. Persuaded me we would achieve results4. Listened to me5. Understood my needs6. Helped me avoid potential pitfalls7. Crafted a compelling solution8. Depicted purchasing process accurately9. Connected with me personally10. Overall value from the company is superior to others
*What Sales Winners Do Differently, RAIN Group, 2013
98
DecisionDrivers
Price vs Value
Products ServicesExperienceCustomer
Value = the Customer Experience
Value = the Customer Experience
Execute consistently
“When the rate ofchange externally isgreater than the rateof change internally,you have a problem.”
- Jack Welch
External speed of change
Internal speed of change
1. An unparalleled opportunity
2. Yes you can (do it)
3. Now is the time to make it happen
David R Ednie
President & CEO
SalesChannel Europe
Ph: +33 676 60 09 25 (FR)
Email: [email protected]
Website: www.saleschannel-europe.com