Making a world of difference in challenging timesthe HOW? of leadership

Colombo 29 August 2012

Asia Nutrition Team

“There’s no learning in the comfort zone

and no comfort in the learning zone”

Making a world of difference in challenging times

Being Intentional

Being Insightful

Being Inspirational

Being Influential

effective leadership & communications

Present Situation Desired State

being insightful

Pathway to Desired State What stops you?

gap analysis

... stretching the comfort zone ....What needs helpWhat’s workedKey challenges

my leadership challenges 2012

Singapore 2011

review key concepts

the What? of leadership

Growth mindset

Consumer & Customer

Focus

Bias for Action

Accountability &

Responsibility

Building Talent &

Teams

Standards of Leadership

Why Should Anyone Be Led

By YOU?What it takes to be an authentic leader

leadership concepts

Be an authentic

chameleon

concept #1

Be YOURSELF more…

WITH SKILL“Be Me”

Express your Best Engage your strengths and partner to your weaknesses

Be an authentic

chameleon

concept #1

Effective leadershipEXCITES people to

EXCEPTIONAL PERFORMANCE

concept #2

The Golden Circle

WHY?

HOW?

WHAT?

Why do I want to lead?

Pass onI4. What if I do not lead it?

1. What do I lag in?2. How can I lead it?

3. Why do I want to lead it?

Effective leadershipEXCITES people to

EXCEPTIONAL PERFORMANCE

concept #2

Constant cultivation Develop networks

Position / title does not make a leader

ContextualSituational sensingAction consistent

across roles

RelationalNon-hierarchical

authentic leadership is ...concept #3

LEARNING TO LEAD come in early as a partner...not late as a judge

What if? How? What? Why?

learning & leadership styles

the followers’ needs

CommunityAuthenticity

Significance

Excitement

The need to build itThe need to be real

The need for meaning

The need for passion

concept #4

review key tools Singapore 2011

Tool #1

Making Your…

Community

Authenticity

Significance Excitement

Tool #2

pace, pace, pace ....... and lead

RAPPORT

Common Ground

Clarify Benefits

Pace Out Objections

Link to Message

framing

Tool #3

Tool #5

Excellent

Develop

Ideas

Time Frame

application @ work

review key tools

stoRy selling Inspire with full technicolour,

soundtrack, emotions......

Tool #4

application @ work

adding to the tool kit

time management

how to handle strong

personalities

confrontation

coaching skills

Marshmallow Challenge TED 2010

“Go to the people. Live with them. Learn from them. Love them. Start with what they know. Build with what they have. But with the best leaders, when the work is done, the task accomplished, the people will say "We have done this ourselves".”

Lao Tzu, Chinese Taoist Philosopher, 600 BC-531 BC

Tool #5

Excellent

Develop

Ideas

Time Frame

START CONTINUE STOP

key insightspeRsonal leaRning jouRnal

What do I commit to?my next steps

Somebody That I Used to Know - Walk off the Earth

yvonne@thehumanenterprise.com.au

EMERGING TRENDS IN

PROFESSIONAL SELLING

The latest innovation, research and best practice

in selling and sales management

Compiled and edited by

Paul Sparks

VOLUME 1

If you sell for a living, you manage a sales team, or are responsible for the growth of your business and you want the best outcomes for your

sales efforts – this book is for you.

Some of the world’s leading sales trainers, consultants and

coaches bring you detailed ideas on how you can improve your personal performance, and the

performance of your sales team. Inside this volume you’ll find

12 chapters to ensure you are informed about the latest trends,

research and best practice in professional selling and sales

management.

Each chapter is a book in itself – with more up-to-date

information on personal selling and sales management than any single book published in the last

decade.

EMERGING TRENDS IN PROFESSIONAL SELLING

Here’s what’s inside: Paul Sparks. The evolution of professional selling: understanding the past to inform our future sales performance.Michael Schiffner. Building high performance sales teams: going beyond a training mindset to achieve sustained sales success.Julia Palmer. Strategic networks: the key to sustainable sales success.Mo Fox. See before you sell: how changing your perception is the key to better sales results.Michael Foulds. The sale is the negotiation: reframing the sales process for better sales and stronger customer relationships.Malcolm Dawes. Sales leadership or sales management? It does make a difference for high performing sales teams.Suzanne Mercier. Are your sales people sales imposters? How to overcome fear to create great sales results.John Barraclough & Warwick Burgess. Gaining the last yard in sales: the value of persuasive communication.Mark Purbrick. Simply the best: how to attract, select and retain high performing salespeople.Jason White & Giles Rhodes. Rewarding the sales force: a taxonomy of sales roles to inform reward and incentive programs.Sally-Anne Cotton. The alchemy of 21st century selling: transmuting balance, alignment and intent into golden sales results.Dr Yvonne Sum. Tribal insights for sales leaders: the power of learning partnerships.

“The best book on modern selling and sales management I’ve seen in years with a great range of relevant content. I can’t wait for Volume 2.” – Bob Bentley, 25 year sales veteran, ICT industry.

See inside for details on the 6 DVD companion set which contains over 12 hours of presentations, discussions and interviews featuring the authors as they take a deeper and wider look at the chapter topics. This professionally produced DVD set is an invaluable tool for sales training and

development and is also great for using in sales meetings to begin discussion on critical topics in professional selling.

Australia $66.00 RRP Inc GST

COM

PILED AN

D ED

ITED BY

PAU

L SPAR

KS

1

14217 EM_Trends Cvr 21mm.indd 1 9/5/11 12:51:43 PM

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