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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.

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 Performance Mindset Presentation Transcript

    • 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 they move through the buying decision process.”
    • 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 change.” - Charles Darwin 1809 - 1882
    • “If you don’t like change, you’re going to like irrelevance even less.” - General Eric Shineseki, Retired Chief of Staff, U.S. Army
    • 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 In An Age of Uncertainty
    • 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 build the right solution 5. Tenacity …to close the deal 6. Curiosity …to build understanding
    • 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 talent, its attitude.” - Seth Godin
    • 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 focused Innovative Resilient to challenges • • • • • Inspired Engaged Committed Motivated Energised Team Management Systems™ Team Leadership Services™ Values-driven Organisation Tools Performance Results
    • 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 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
    • 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: www.saleschannel-europe.com