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The Sixth Sense Of Sales


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The Sixth Sense Of Sales

  1. 1. Secrets to Sustainable Success November 13, 2007 The Sixth Sense of Sales
  2. 2. The Kolbe Wisdom™ <ul><li>What it is… </li></ul><ul><li>it identifies the striving instincts that </li></ul><ul><li>drive your NATURAL behaviors. </li></ul><ul><li>it describes “MO” </li></ul><ul><li>it focuses on strengths </li></ul><ul><li>it identifies traits that are universal </li></ul><ul><li>and equal (unbiased) </li></ul>
  3. 3. The Kolbe Wisdom <ul><li>What the Kolbe Wisdom </li></ul><ul><li>is not about… </li></ul><ul><ul><li>how smart you are </li></ul></ul><ul><ul><li>how capable/skill level </li></ul></ul><ul><ul><li>what you can and can’t do </li></ul></ul><ul><ul><li>personality </li></ul></ul><ul><ul><li>social style </li></ul></ul>
  5. 5. Quote “ Nobody can think and hit at the same time.” Yogi Berra Professional Baseball Player, Coach, and Manager
  6. 6. Three Parts of the Mind Cognitive Thinking IQ Skills Reason Knowledge Experience Education Affective Feeling Desires Motivation Attitudes Preferences Emotions Values Conative Doing Drive Instinct Necessity Mental Energy Innate Force Talents
  7. 7. Kolbe Action Modes Deals with risk and uncertainty Arranges and designs Gathers and shares information Handles space and tangibles Fact Finder: Follow Thru: Quick Start: Implementor:
  8. 8. How you take action in these four instinct-based Action Modes® defines your MO Your Kolbe result is so individualized, only 5% of the population is likely to have one just like it.
  9. 9. <ul><li>Everyone has a strength in each mode. </li></ul><ul><li>Diversity in the combination of strengths creates a multitude of MOs. </li></ul>12 Kolbe Strengths
  10. 10. Insurance Industry Top Performers This analysis is based on a total of 1067 respondents
  11. 11. MO for Client Acquisition Explain Adapt Improvise Imagine
  12. 12. MO for Relationship Builder Specify Systematize Stabilize Restore
  13. 13. Al Gore <ul><li>Question : What do you think of domed stadiums? </li></ul><ul><li>Al Gore : The design and construction of domed stadiums – in Seattle (the Kingdome was the first free-standing cement dome ever built), Houston (the Astrodome was the first stadium to use Astroturf) and Minnesota (the Metrodome is the only stadium in the United States whose roof is suspended without beams or rods – it’s supported by air pressure), for example, have been feats of architectural and engineering excellence. But the real measure of any stadium, domed or otherwise, is how much fun you have inside. </li></ul>
  14. 14. George W. Bush <ul><li>Question : What do you think of domed stadiums? </li></ul><ul><li>George W. Bush : I like to go to baseball games outdoors. </li></ul>
  15. 15. What’s My MO? Steve Pyke for TIME
  16. 16. Methods of Communication tangibles with props, models, demonstrations, texture, machinery, body language written words with data, citations, analogies, case studies, verifications visuals with graphs, charts, diagrams, posters, outlines, maps, similes, patterns spoken words with ad libs, improvised metaphors, visuals, bullet points, intense colors Fact Finder: Follow Thru: Quick Start: Implementor:
  17. 17. Use of Time by Action Modes <ul><li>Fact Finder : Gages how much time something will take through experience and expertise; puts events into a historical perspective. </li></ul><ul><li>Follow Thru : Sequences events and provides continuity, paces oneself; sets a rhythm for effort and coordinates with others. </li></ul>
  18. 18. Use of Time by Action Modes <ul><li>Focuses on the future by forecasting what could be and anticipates change. </li></ul><ul><li>Grounded in the here and now, wanting the moment to last; creates quality products that will endure through time. </li></ul>Implementor: Quick Start:
  19. 19. Kolbe Index Results are Valid and Reliable <ul><ul><li>Distinct from cognitive and affective measures. </li></ul></ul><ul><ul><li>Independent of race, gender age or other criteria. </li></ul></ul><ul><ul><li>Results showing probability of success are tied to job performance. </li></ul></ul><ul><ul><li>90% of modes of insistence remain the same on test-retest. </li></ul></ul><ul><ul><li>96% of cases show no change between zones on test-retest. </li></ul></ul><ul><ul><li>Meets all standards of the American Psychological Association (APA) </li></ul></ul>
  20. 20. Kolbe Indexes Kolbe C™ Index external requirement (from anyone) Kolbe B™ Index self-expectation Kolbe A™ Index our reality (valid and reliable)
  21. 21. True Team Definition <ul><li>Members work interdependently </li></ul><ul><li>Reliance on others for contributions </li></ul><ul><li>Success dependent on others </li></ul><ul><li>Implications for team viability </li></ul><ul><ul><li>- Example A: Software Dev. Project Team </li></ul></ul><ul><ul><li>- Example B: Basketball Team </li></ul></ul>
  22. 22. Work Group Definition <ul><li>Composed of individual contributors </li></ul><ul><li>Come together for reporting purposes </li></ul><ul><li>No continual reliance on work of others </li></ul><ul><li>Defines group culture </li></ul><ul><ul><li>- Example A: Executive Management Group </li></ul></ul><ul><ul><li>- Example B: Bowling Team </li></ul></ul>
  23. 23. Kolbe A™ Indexes Synergy Report
  24. 24. Impediments to Team Productivity <ul><li>Cloning—Inertia </li></ul><ul><ul><li>Need for different talents </li></ul></ul><ul><ul><li>Too Much of a good thing </li></ul></ul><ul><li>Conflict—Polarization </li></ul><ul><ul><li>Differences in methodology </li></ul></ul><ul><ul><li>Accelerator/Brake Syndrome </li></ul></ul><ul><li>Mismatched Talents </li></ul><ul><ul><li>Self perception </li></ul></ul><ul><ul><li>Third party requirements </li></ul></ul>
  25. 25. Coaching for Maximum Productivity <ul><li>Let employees be themselves </li></ul><ul><li>Allow bartering for talents </li></ul><ul><li>Cross train employees and redesign jobs </li></ul><ul><li>Motivate employees to contribute talents </li></ul><ul><li>Communicate awareness of needs </li></ul><ul><li>Involve others in solving problems </li></ul><ul><li>Right mix of talents </li></ul>
  26. 26. Kolbe Commitment Clarifier ™ STEP 1 : Fill in the chart below with all of your commitments. Task Evaluation STEP 2 : Evaluate each task in the commitment level following the ranks below. Conative: 3 – Great Fit 2 – Okay 1 – Working Against Grain Affective: 3 – Enjoy It 2 – Okay 1 – Don’t Like It Cognitive: 3 – Expert 2 – Average Skill 1 – Don’t Have Needed Knowledge/Skill STEP 3 : Review the task list again. Assign each task a “Stress #” based on ranking below. Stress: 3 – Not Stressful 2 – Moderately Stressful 1 – Very Stressful Value Awareness Stress # Cognitive Affective Conative Commitments
  27. 27. Personal Applications Parenting Decisions (Kolbe Y™) Career Decisions (Kolbe B™) Relationship Decisions (Kolbe R™)
  28. 28. Recreation vs. Re-energizing How do you replace spent energy? Recreation : Using your instinctive energy in a rewarding way outside of your job. Re-energizing : Conative neutral; stop striving; eliminate all levels of effort; down time.
  29. 29. Kolbe Corp For more information: