performance mindset

You deliver Paradise

Help customers to get there

Problemthe

Change

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Disruptive change

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?

Solutionthe

CHANGEbefore you have to

CHANGE

“It is not the strongest of the species that

survive, nor the most intelligent, but rather

the one mostadaptable to change.”

- Charles Darwin1809 - 1882

“If you don’t likechange, you’regoing to likeirrelevance evenless.”

- General Eric Shineseki,Retired Chief of Staff, U.S. Army

Success is a journey

Key to success is alignment

erentf

difthink

Re-think how you think

Horizon 10 - 6 months

Horizon 26 - 12 months

Horizon 312 - 36 months

Thinking at 3 Time Horizons

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Get it right

Party all night

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Get it wrong

25

Find 3 Take Aways

1. Simple

2. Creative

3. Actionable

See the world through new eyes

Think outside the box

See outside the box

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What is your Growth Plan?

NEW WORLD

OLD THINKING

FAIL

X

=

Overcoming barriers to change

CHOICE

Changestarts with

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

Develop a Winner’s Mindset1

Create a Performance Culture2

Focus on Execution3

What are the

characteristics of Top

Sales Performers?

Question:

Rank in order of importance:

• Creativity • Tenacity • Integrity • Curiosity• Passion • Empathy

1. Empathy

2. Integrity

3. Passion

4. Creativity

5. Tenacity

6. Curiosity

…to build rapport

…to build trust

…to build interest

…to build the right solution

…to close the deal

…to build understanding

Research found:

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

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The hard way

AND Thinking

AND Thinking

AND Thinking

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AND Thinking

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AND Thinking

Prisoners of our own thinking

Constraint-based thinking

Constraint-based thinking

Constraint-based thinking

Collective constraint-based thinking

Bring about the possible

“Attitude is a choice, and its available to all.”

Business Attitude

- Seth Godin

“What actually separates winners from losers isn’t

talent, its attitude.”

Sharpen your business attitude

Resilient Thinking

Develop a Winner’s Mindset1

Create a Performance Culture2

Focus on Execution3

How would you describe your

Performance Culture today?

How would like to be able to

describe it tomorrow?

Question:

Are you acompleter?

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

Values-driven OrganisationTools

TeamLeadership Services™

Creating a Culture of Performance

Results

Team Management Systems™

• Open to change• Future focused• Innovative• Resilient to challenges

S - SelfT - Team

• Inspired• Engaged• Committed• Motivated• EnergisedP

-P

eop

le

Leadership

Performance

Culture

Develop a Winner’s Mindset1

Create a Performance Culture2

Focus on Execution3

What 3 things would deliver

maximum short-term results

(< 30 days) for your

business, your team or you?

Question:

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

source: www.corporatevisions.com

Lead them through the Buyer’s Journey

1 32

Educate

Inspire

Create a sense of urgency

Recommended reading

What did sales winners do?* 1. Educated me with new ideas or perspectives2. Collaborated with me3. Persuaded me we would achieve results4. Listened to me5. Understood my needs6. Helped me avoid potential pitfalls7. Crafted a compelling solution8. Depicted purchasing process accurately9. Connected with me personally10. Overall value from the company is superior to others

*What Sales Winners Do Differently, RAIN Group, 2013

98

DecisionDrivers

Price vs Value

Products ServicesExperienceCustomer

Value = the Customer Experience

Value = the Customer Experience

Execute consistently

“When the rate ofchange externally isgreater than the rateof 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