The Secret Of Sales Success:Mood, Mode, Made!
The Secret Of Sales Success:Mood, Mode, Made!
I am often asked by organizations to help improve their sales culture, behaviour and performance. I consult with customers, management and the sales force and everyone usually agrees that new strategies and better business tools are needed. The strategies and tools are soon introduced but I’ll bet you can’t guess what happens next. For some inexplicable reason the new ideas don’t get used, or people use the concepts reluctantly and then pronounce that ‘they don’t work’. That’s strange, the mood was there and then it disappeared. Or so it seems. Actually, it was never there in the first place. Such organizations usually ‘want’ a better sales culture, behaviour and performance, but wanting such improvements is not the same as needing them. New and progressive companies, like young and aspiring rugby league players, are driven by a serious need to behave and perform at high levels…and not just an idle ‘want’.
They actually have no choice except to move in the fast lane. Their mood is one of creativity, commitment and urgency, and so they accept nothing less than operational and behavioural modes of excellence…and in these ways their service contributions and profit results are made to look exceptional. Sometimes I work with companies that are in serious trouble and so it appears that they really do need to improve, but the need is usually more financial than entrepreneurial. Disaster ensues. The cost of new strategies and tools just adds to the organization’s financial woes.
I am a keen tennis player and I play against a friend of mine each week and although I enjoy the games I beat him quite easily. Some months ago, I played a much younger man and although I was able to give him a good game my lack of fitness shocked me to my core. I had to make a decision about my fitness, otherwise I could not compete against fitter players. Possessed by a new need or mood, I employed various and simple modes of diet and exercise to improve my fitness, and last week I made it to runner-up status at a singles tournament at our local tennis club. I am not motivated simply to win games; ‘winning’ is something I aim for but that is not the prize. I am motivated to perform at a level that complies with a sense of pride concerning my involvement in tennis.
If the business gains that your company is committed to achieving are not being made, I can guarantee that this is because the mood is missing and this in turn will see to it that that superior modes of behaviour and operation will not be harnessed…or if they are, they will not be fuelled by passion. So what to do? Organize a meeting of your key team members and take stock of what league you want to play in, and don’t judge the league by the your industry alone. Talk to customers and find out what they see as ‘supplier excellence’ across the range of their service providers (in all industries), at least then you will have an understanding of ‘how high is up’. With these insights you can set a new and more dynamic business focus and course, and in the process ensure that the mood of the company is of the highest quality. Then you can create and/or import business development modes of great distinction and value.
In the year 1519, Hernan Cortez was expected by his masters in Spain to make good the conquest of Mexico. Against a backdrop of ‘disaffection’ displayed by his military units, he ensured mood and mode of sufficient intensity by burning the boats they had sailed in from Spain. Thus committed, his fighting men made victory happen for one compelling reason: they had no choice!
The Secret Of Sales SuccessMood Mode Made - To learn more about this author, visit John Lees's Website.
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I saw a former top rugby league player just recently and he was so overweight it was hard to believe. How could he allow himself to go from an athletic frame to one of near obesity in just a few years? I would imagine that not playing any more and not having to train offers part of the explanation, but of course there is another factor to be considered. He is no longer in the mood to be fit. When he was young the mood was easy to access, he was no doubt as keen as mustard to play the sport and being young means having natural fitness. There is no question that now he is out of the sport he has lost the mood. Perhaps he has ‘tried’ one or two diets and ‘had a go’ at jogging or visiting the gym, all to no avail. Why? Because dieting and exercise ‘modes’ are only of interest to people who are in the ‘mood’ to be fit and healthy. So mood leads naturally to mode and both human ‘drivers’ see to it that the desired result is made good. Mode means nothing without mood, as I see time and again in business.
I am often asked by organizations to help improve their sales culture, behaviour and performance. I consult with customers, management and the sales force and everyone usually agrees that new strategies and better business tools are needed. The strategies and tools are soon introduced but I’ll bet you can’t guess what happens next. For some inexplicable reason the new ideas don’t get used, or people use the concepts reluctantly and then pronounce that ‘they don’t work’. That’s strange, the mood was there and then it disappeared. Or so it seems. Actually, it was never there in the first place. Such organizations usually ‘want’ a better sales culture, behaviour and performance, but wanting such improvements is not the same as needing them. New and progressive companies, like young and aspiring rugby league players, are driven by a serious need to behave and perform at high levels…and not just an idle ‘want’.
They actually have no choice except to move in the fast lane. Their mood is one of creativity, commitment and urgency, and so they accept nothing less than operational and behavioural modes of excellence…and in these ways their service contributions and profit results are made to look exceptional. Sometimes I work with companies that are in serious trouble and so it appears that they really do need to improve, but the need is usually more financial than entrepreneurial. Disaster ensues. The cost of new strategies and tools just adds to the organization’s financial woes.
I am a keen tennis player and I play against a friend of mine each week and although I enjoy the games I beat him quite easily. Some months ago, I played a much younger man and although I was able to give him a good game my lack of fitness shocked me to my core. I had to make a decision about my fitness, otherwise I could not compete against fitter players. Possessed by a new need or mood, I employed various and simple modes of diet and exercise to improve my fitness, and last week I made it to runner-up status at a singles tournament at our local tennis club. I am not motivated simply to win games; ‘winning’ is something I aim for but that is not the prize. I am motivated to perform at a level that complies with a sense of pride concerning my involvement in tennis.
If the business gains that your company is committed to achieving are not being made, I can guarantee that this is because the mood is missing and this in turn will see to it that that superior modes of behaviour and operation will not be harnessed…or if they are, they will not be fuelled by passion. So what to do? Organize a meeting of your key team members and take stock of what league you want to play in, and don’t judge the league by the your industry alone. Talk to customers and find out what they see as ‘supplier excellence’ across the range of their service providers (in all industries), at least then you will have an understanding of ‘how high is up’. With these insights you can set a new and more dynamic business focus and course, and in the process ensure that the mood of the company is of the highest quality. Then you can create and/or import business development modes of great distinction and value.
In the year 1519, Hernan Cortez was expected by his masters in Spain to make good the conquest of Mexico. Against a backdrop of ‘disaffection’ displayed by his military units, he ensured mood and mode of sufficient intensity by burning the boats they had sailed in from Spain. Thus committed, his fighting men made victory happen for one compelling reason: they had no choice!
The Secret Of Sales SuccessMood Mode Made - To learn more about this author, visit John Lees's Website.
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Staging DivaDebra Gould, aka The Staging Diva®, is President of Six Elements Inc., an internationally recognized home staging company. Inspired by many requests from aspiring home stagers wanting to start similar businesses, Gould created the Staging Diva Home Staging Business Training Program. Gould has trained over 1000 Staging Diva Graduates worldwide to start staging businesses. Buying decorating and selling six of her own homes in four years lead to an interest in real estate staging which she turned into a career with the launch of sixelements.com in 2002. Since then she has staged hundreds of homes in addition to teaching home staging training. Gould is the author of several home staging resources including a series of popular ebooks made up of a Design Guide, Color Guide and Portfolio Guide. For more information about Debra Gould visit stagingdiva.com. - Visit Staging Diva's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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