You deliver Paradise
Help customers to get there
the

Problem
Change
Disruptive change
www.flickr.com/photos/mwichary/3690887427
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 ...
Move to tomorrow’s battleground
You feel like this?
You feel like this?
the

Solution
CHANGE
before you have to
CHANGE
“It is not the strongest
of the species that
survive, nor the most
intelligent, but rather
the one most
adaptable to chang...
“If you don’t like
change, you’re
going to like
irrelevance even
less.”
- General Eric Shineseki,
Retired Chief of Staff, ...
Success is a journey
Key to success is alignment
think
dif erent
f
Re-think how you think
Thinking at 3 Time Horizons

Horizon 3
12 - 36 months
Horizon 2
6 - 12 months
Horizon 1
0 - 6 months
Get it right
www.flickr.com/photos/winemegup/3641912321
Party all night
Get it wrong

www.flickr.com/photos/roome/3390682853
Find 3 Take Aways

1. Simple
2. Creative
3. Actionable
25
See the world through new eyes
Think outside the box
See outside the box
What is your Growth Plan?

www.flickr.com/photos/12023825@N04/2898021822
OLD THINKING
X
NEW WORLD
=
FAIL
Overcoming barriers to change
Change
starts with

CHOICE
Prisoners of the past
“All failure is failure to
adapt, all success is
successful adaptation.”
- Max McKeown, Adaptability: The Art of
Winning I...
Even elephants can learn
1

Develop a Winner’s Mindset

2

Create a Performance Culture

3

Focus on Execution
Question:

What are the
characteristics of Top
Sales Performers?
Rank in order of importance:
• Creativity
• Tenacity
• Integrity
• Curiosity
• Passion
• Empathy
Research found:

1. Empathy …to build rapport

2. Integrity …to build trust
3. Passion …to build interest
4. Creativity…to...
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

www.flickr.com/photos/oriol_gascon/2172565951
The hard way
AND Thinking
AND Thinking
AND Thinking
AND Thinking

www.flickr.com/photos/thelastminute/4754410169
AND Thinking

www.flickr.com/photos/koffiemetkoek/238250538
Prisoners of our own thinking
Constraint-based thinking
Constraint-based thinking
Constraint-based thinking
Collective constraint-based thinking
Bring about the possible
Business Attitude

“Attitude is a choice, and its
available to all.”
“What actually separates
winners from losers isn’t
ta...
Sharpen your business attitude
Resilient Thinking
1

Develop a Winner’s Mindset

2

Create a Performance Culture

3

Focus on Execution
Question:

How would you describe your
Performance Culture today?
How would like to be able to
describe it tomorrow?
Are you a
completer?
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
Creating a Culture of Performance

Leadership

S - Self
T - Team

Culture

P - People

•
•
•
•

Open to change
Future focu...
1

Develop a Winner’s Mindset

2

Create a Performance Culture

3

Focus on Execution
Question:

What 3 things would deliver
maximum short-term results
(< 30 days) for your
business, your team or you?
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
Lead them through the Buyer’s Journey

1

2

3
source: www.corporatevisions.com
Educate
Inspire
Create a sense of urgency
Recommended reading
What did sales winners do?*
1. Educated me with new ideas or perspectives
2. Collaborated with me
3. Persuaded me we would...
Decision
Drivers
98
Price vs Value

Products

Services

Customer
Experience
Value = the Customer Experience
Value = the Customer Experience
Execute consistently
“When the rate of
change externally is
greater than the rate
of 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: david@saleschannel-europe.com
Website: ...
Performance Mindset
Performance Mindset
Performance Mindset
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Performance Mindset

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Your mindset is your competitive advantage. It is what separates you from everyone else in business.Your mindset is above all an attitude and attitude is a choice.

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Performance Mindset

  1. 1. You deliver Paradise
  2. 2. Help customers to get there
  3. 3. the Problem
  4. 4. Change
  5. 5. Disruptive change www.flickr.com/photos/mwichary/3690887427
  6. 6. Compete for the future, not just the present
  7. 7. “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.”
  8. 8. Move to tomorrow’s battleground
  9. 9. You feel like this?
  10. 10. You feel like this?
  11. 11. the Solution
  12. 12. CHANGE before you have to CHANGE
  13. 13. “It is not the strongest of the species that survive, nor the most intelligent, but rather the one most adaptable to change.” - Charles Darwin 1809 - 1882
  14. 14. “If you don’t like change, you’re going to like irrelevance even less.” - General Eric Shineseki, Retired Chief of Staff, U.S. Army
  15. 15. Success is a journey
  16. 16. Key to success is alignment
  17. 17. think dif erent f
  18. 18. Re-think how you think
  19. 19. Thinking at 3 Time Horizons Horizon 3 12 - 36 months Horizon 2 6 - 12 months Horizon 1 0 - 6 months
  20. 20. Get it right www.flickr.com/photos/winemegup/3641912321
  21. 21. Party all night
  22. 22. Get it wrong www.flickr.com/photos/roome/3390682853
  23. 23. Find 3 Take Aways 1. Simple 2. Creative 3. Actionable 25
  24. 24. See the world through new eyes
  25. 25. Think outside the box
  26. 26. See outside the box
  27. 27. What is your Growth Plan? www.flickr.com/photos/12023825@N04/2898021822
  28. 28. OLD THINKING X NEW WORLD = FAIL
  29. 29. Overcoming barriers to change
  30. 30. Change starts with CHOICE
  31. 31. Prisoners of the past
  32. 32. “All failure is failure to adapt, all success is successful adaptation.” - Max McKeown, Adaptability: The Art of Winning In An Age of Uncertainty
  33. 33. Even elephants can learn
  34. 34. 1 Develop a Winner’s Mindset 2 Create a Performance Culture 3 Focus on Execution
  35. 35. Question: What are the characteristics of Top Sales Performers?
  36. 36. Rank in order of importance: • Creativity • Tenacity • Integrity • Curiosity • Passion • Empathy
  37. 37. Research found: 1. Empathy …to build rapport 2. Integrity …to build trust 3. Passion …to build interest 4. Creativity…to build the right solution 5. Tenacity …to close the deal 6. Curiosity …to build understanding
  38. 38. See through the eyes of the customer
  39. 39. Imagination
  40. 40. Take them here
  41. 41. Courage to close
  42. 42. Personal Accountability
  43. 43. Know
  44. 44. Anticipate
  45. 45. Catch every opportunity
  46. 46. Hate losing
  47. 47. You can’t teach an old dog new tricks
  48. 48. Change your thinking www.flickr.com/photos/oriol_gascon/2172565951
  49. 49. The hard way
  50. 50. AND Thinking
  51. 51. AND Thinking
  52. 52. AND Thinking
  53. 53. AND Thinking www.flickr.com/photos/thelastminute/4754410169
  54. 54. AND Thinking www.flickr.com/photos/koffiemetkoek/238250538
  55. 55. Prisoners of our own thinking
  56. 56. Constraint-based thinking
  57. 57. Constraint-based thinking
  58. 58. Constraint-based thinking
  59. 59. Collective constraint-based thinking
  60. 60. Bring about the possible
  61. 61. Business Attitude “Attitude is a choice, and its available to all.” “What actually separates winners from losers isn’t talent, its attitude.” - Seth Godin
  62. 62. Sharpen your business attitude
  63. 63. Resilient Thinking
  64. 64. 1 Develop a Winner’s Mindset 2 Create a Performance Culture 3 Focus on Execution
  65. 65. Question: How would you describe your Performance Culture today? How would like to be able to describe it tomorrow?
  66. 66. Are you a completer?
  67. 67. Do-it-yourself mindset
  68. 68. You are accountable
  69. 69. Knock on every door
  70. 70. Always be prospecting
  71. 71. Get everybody on the same bus
  72. 72. Get the buses aligned
  73. 73. Take the right people with you
  74. 74. Use subtitle persuasion
  75. 75. Creating a Culture of Performance Leadership S - Self T - Team Culture P - People • • • • Open to change Future focused Innovative Resilient to challenges • • • • • Inspired Engaged Committed Motivated Energised Team Management Systems™ Team Leadership Services™ Values-driven Organisation Tools Performance Results
  76. 76. 1 Develop a Winner’s Mindset 2 Create a Performance Culture 3 Focus on Execution
  77. 77. Question: What 3 things would deliver maximum short-term results (< 30 days) for your business, your team or you?
  78. 78. Personal focus
  79. 79. Team focus
  80. 80. Future focused
  81. 81. Get ready for change
  82. 82. Strategic choices
  83. 83. Highly adaptable
  84. 84. Manage ambiguity
  85. 85. Sales Game Plan
  86. 86. Lead and they will…
  87. 87. Lead them one at a time
  88. 88. Lead them through the Buyer’s Journey 1 2 3 source: www.corporatevisions.com
  89. 89. Educate
  90. 90. Inspire
  91. 91. Create a sense of urgency
  92. 92. Recommended reading
  93. 93. What did sales winners do?* 1. Educated me with new ideas or perspectives 2. Collaborated with me 3. Persuaded me we would achieve results 4. Listened to me 5. Understood my needs 6. Helped me avoid potential pitfalls 7. Crafted a compelling solution 8. Depicted purchasing process accurately 9. Connected with me personally 10. Overall value from the company is superior to others *What Sales Winners Do Differently, RAIN Group, 2013
  94. 94. Decision Drivers 98
  95. 95. Price vs Value Products Services Customer Experience
  96. 96. Value = the Customer Experience
  97. 97. Value = the Customer Experience
  98. 98. Execute consistently
  99. 99. “When the rate of change externally is greater than the rate of change internally, you have a problem.” - Jack Welch
  100. 100. External speed of change
  101. 101. Internal speed of change
  102. 102. 1. An unparalleled opportunity 2. Yes you can (do it) 3. Now is the time to make it happen
  103. 103. David R Ednie President & CEO SalesChannel Europe Ph: +33 676 60 09 25 (FR) Email: david@saleschannel-europe.com Website: www.saleschannel-europe.com
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