This document discusses strategies for leading teams through volatile, uncertain, complex and ambiguous (V.U.C.A.) environments. It promotes priming teams with tribal insights on human behavior, focusing on the just-one-thing approach to drive priorities, and being agile with just-in-time solutions. The document emphasizes amplifying team assets to transform performance in difficult situations and partnering on vulnerabilities for sustainable improvements. It encourages leaders to create vision, gain understanding through pace, achieve clarity with sense-making, and demonstrate agility through embracing change.

1. Transformational
Leadership
Challenge
T r a n s f o r m i n g L e a d e r s
t o g a i n a
C o m p e t i t i v e A d v a n t a g e
CSP

2. What is your greatest
leadership challenge?
If there is JUSTONETHING
to help fix it, it is ……
13
Concept 2
A snapshot of
the business at
the beginning
of 2008...
1313
The world is changing
13
Oceania 2009

3. 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

4. ouR objectives
V.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

5. Volatility Vision
Uncertainty Understanding
Complexity Clarity
Ambiguity Agility
V.U.C.A. primes
(Ref Kinsinger, P. & Walch, K. 2012)
V.U.C.A. pRimes

6. The best way to predict the future
is to create it yourself.
Peter Diamandis
CEO & Chairman

8. Volatility >>>>> Vision
Lead a Movement
Tell a Story to those
who want to listen
Connect a TribeMake change

9. 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.
EMERGINGTRENDSINPROFESSIONALSELLING
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
COMPILEDANDEDITEDBY
PAULSPARKS
1
14217 EM_Trends Cvr 21mm.indd 1 9/5/11 12:51:43 PM

10. Authenticity
Being pResentCommon sense
nspiRing
Leadership
ESSENCE
© Yvonne Sum 2008

11. vision
lose yourself
empower others
nspiring

12. stoRy selling Inspire with full technicolour,
soundtrack, emotions......
Volatility >>>>> Vision

13. M
otivation
WHY
Define Current Reality
PAIN or CHALLENGE
Design Compelling Future
VIVIDVISION
CreateaVision
Volatility VISION

14. Your trusted partners in remodelling reality.
CALM IN CRISIS. AGILE IN ACTION.

15. Volatility Vision
Uncertainty Understanding
Complexity Clarity
Ambiguity Agility
V.U.C.A. primes
(Ref Kinsinger, P. & Walch, K. 2012)
V.U.C.A. pRimes

16. uncertainty >>>>> understanding
pace, pace, pace ....... and lead

17. Chaos
ROI
Time
Chaos
ChaosOrder
Life is Good
Order
Kiss of Death
Maximumgrowth
occurs at
the border
of
chaosand order
Order
S-curve of change

18. staRt with youR self

19. Assets Vulnerabilities
Strengths Allowable weaknesses
Life & business experiences Perceived obstacles or history
Values Limiting beliefs
your balance sheet

20. THE 7 ‘R’S OF LEADERSHIP ACTION
PRINCIPLES OF LEARNING PARTNERSHIP
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.
EMERGINGTRENDSINPROFESSIONALSELLING
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
COMPILEDANDEDITEDBY
PAULSPARKS
1
14217 EM_Trends Cvr 21mm.indd 1
9/5/11 12:51:43 PM

21. Review/Reflect Rules
Re-Organise
Role Modelling
Respect
Routine
Running It
The
7R’s
of
Leadership
Action

22. Volatility Vision
Uncertainty Understanding
Complexity Clarity
Ambiguity Agility
V.U.C.A. primes
(Ref Kinsinger, P. & Walch, K. 2012)
V.U.C.A. pRimes

23. IGNITING YOUR SENSORY CHANNELS
be sense-able
complexity >>>>> clarity

24. From Managing Time
To
a mindset shift
Managing Energy

25. we are not
making enough
Time For Renewal
the problem
EXTREME SELF-CARE

26. 36

27. A little bit of something is
better than a lot of
nothing
small tweaks

28. RESPONSE-ABILITY
RUNNING ITJUST IN TIME

29. Transforming during crisis
Make a world of difference in uncertainty
DON’T DEFER DEVELOPMENT

30. Volatility Vision
Uncertainty Understanding
Complexity Clarity
Ambiguity Agility
V.U.C.A. pRimes
(Ref Kinsinger, P. & Walch, K. 2012)

31. Shifting Plans
is the Norm
The Global Mindset
ambiguity >>>>> agility
COLLABORATION IS KEY

32. Design thinking
is not an experiment.
It empowers and encourages us
to experiment.
Idris Mootee
CEO, Idea Couture

34. 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.
EMERGINGTRENDSINPROFESSIONALSELLING
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
COMPILEDANDEDITEDBY
PAULSPARKS
1
14217 EM_Trends Cvr 21mm.indd 1 9/5/11 12:51:43 PM
the ResouRces

35. Are there any ...
Questions?
Comments?
Insights?