sim transform talent troubled times 2015
TRANSCRIPT
AGILE to ACT in
ADVERSITYT r a n s f o r m i n g T a l e n t
i n t r o u b l e d t i m e s
CSP
What is your greatest leadership challenge?
If there is JUST ONE THING to help fix it, it is ……
13
Concept 2
2009 And Beyond Good Food, Good Life.
A snapshot of the business atthe beginningof 2008...
1313
The world is changing
2009 and Beyond Good Food, Good Life.
13
Oceania 2009
Volatility Vision
Uncertainty Understanding
Complexity Clarity
Ambiguity Agility
V.U.C.A. primes
(Ref Kinsinger, P. & Walch, K. 2012)
SURVIVE OR THRIVE
V.U.C.A. pRimes
COLLABORATION IS KEY
ouR objectivesV.U.C.A. Prime our Team
• Tribal insights on timeless hard-wired human behaviour
• Drive business priorities via Just-One-Thing approach
• Be agile with Just-in-Time solutions
• Amplify your Assets - transform our team in dire situations
• Partner to your Vulnerabilities - for sustainable improvements
What do I want from this working session? your outcomes
Volatility Vision
Uncertainty Understanding
Complexity Clarity
Ambiguity Agility
(Ref Kinsinger, P. & Walch, K. 2012)
V.U.C.A. pRimes
Volatility Vision
Uncertainty Understanding
Complexity Clarity
Ambiguity Agility
V.U.C.A. primes
(Ref Kinsinger, P. & Walch, K. 2012)
V.U.C.A. pRimes
Volatility >>>>> Vision Lead a Movement
Tell a Story to those who want to listen
Connect a TribeMake change
Family basic unit of a tRibe
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
Authenticity
Being pResentCommon sense
nspiRing
LeadershipESSENCE
© Yvonne Sum 2008
visionlose yourselfempower others
nspiring
The best way to predict the future is to create it yourself.
Peter Diamandis CEO & Chairman
Purpose
WHY
Define Current Reality PAIN or CHALLENGE
Design Compelling Future
VIVID VISION
Create a Vision WHAT? WHAT IF?
stoRy selling Inspire with full technicolour,
soundtrack, emotions......
Did You Know? That in 2028
Volatility Vision
Uncertainty Understanding
Complexity Clarity
Ambiguity Agility
V.U.C.A. primes
(Ref Kinsinger, P. & Walch, K. 2012)
V.U.C.A. pRimes
uncertainty >>>>> understanding
pace, pace, pace ....... and lead
THE 7 ‘R’S OF LEADERSHIP ACTIONPRINCIPLES OF LEARNING PARTNERSHIP
Review/Reflect Rules
Re-Organise
Role Modelling
Respect
Routine
Running It
The 7R’s
of Leadership
Action JUST ONE THING
BE AN E.G.
ROLE MODELLINGBE AN E.G.G.
MINDFUL IN THE MIDST OF MADNESS
staRt with youR self
Assets Vulnerabilities
Strengths Allowable weaknesses
Life & business experiences Perceived obstacles or history
Values Limiting beliefs
your balance sheet
ChaosROI
Time
Chaos
ChaosOrder Life is Good
Order
Kiss of Death
Maximum growth occurs at the border
of chaos and order
Order
S-curve of change
CHALLENGING ASSUMPTIONS & BELIEFS
RULES
From Managing Time
To
new rule … a mindset shift
Managing Energy
42
CHALLENGING THE STATUS QUO
ROUTINEONGOING OBSERVATION & TESTING
truth
lose your mindbe yourself
Authenticity
47
Pass onI
Volatility Vision
Uncertainty Understanding
Complexity Clarity
Ambiguity Agility
V.U.C.A. primes
(Ref Kinsinger, P. & Walch, K. 2012)
V.U.C.A. pRimes
Pathway to Compelling Future What stops us?
Unidentified Familiar Object ….. SELF !!!
complexity >>>>> clarity
JUST ONE THING
58
build a networkDig many wells before you need to draw water....
COMPLACENCY CHECK
Volatility Vision
Uncertainty Understanding
Complexity Clarity
Ambiguity Agility
V.U.C.A. pRimes
(Ref Kinsinger, P. & Walch, K. 2012)
Shifting Plans is the Norm
The Global Mindset
ambiguity >>>>> agility
CONTEXTUAL INTELLIGENCE
Design thinking is not an experiment.
It empowers and encourages us to experiment.
Idris Mootee CEO, Idea Couture
Transforming during crisisMake a world of difference in uncertainty
DON’T DEFER DEVELOPMENT
START CONTINUE STOPkey insights peRsonal leaRning jouRnal
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
the ResouRces
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