performance mindset

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Post on 18-Oct-2014

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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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Page 1: Performance Mindset
Page 2: Performance Mindset

You deliver Paradise

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Help customers to get there

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Problemthe

Page 5: Performance Mindset
Page 6: Performance Mindset

Change

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www.flickr.com/photos/mwichary/3690887427

Disruptive change

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Compete for the future, not just

the present

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“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.”

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Move to tomorrow’s battleground

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You feel like this?

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You feel like this?

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Solutionthe

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CHANGEbefore you have to

CHANGE

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“It is not the strongest of the species that

survive, nor the most intelligent, but rather

the one mostadaptable to change.”

- Charles Darwin1809 - 1882

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

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

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Success is a journey

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Key to success is alignment

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erentf

difthink

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Re-think how you think

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Horizon 10 - 6 months

Horizon 26 - 12 months

Horizon 312 - 36 months

Thinking at 3 Time Horizons

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www.flickr.com/photos/winemegup/3641912321

Get it right

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Party all night

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www.flickr.com/photos/roome/3390682853

Get it wrong

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25

Find 3 Take Aways

1. Simple

2. Creative

3. Actionable

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See the world through new eyes

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Think outside the box

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See outside the box

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www.flickr.com/photos/12023825@N04/2898021822

What is your Growth Plan?

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NEW WORLD

OLD THINKING

FAIL

X

=

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Overcoming barriers to change

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CHOICE

Changestarts with

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Prisoners of the past

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“All failure is failure to adapt, all success is

successful adaptation.”- Max McKeown, Adaptability: The Art of

Winning In An Age of Uncertainty

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Even elephants can learn

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Develop a Winner’s Mindset1

Create a Performance Culture2

Focus on Execution3

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What are the

characteristics of Top

Sales Performers?

Question:

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Rank in order of importance:

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

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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:

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See through the eyes of the customer

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Imagination

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Take them here

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Courage to close

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Personal Accountability

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Know

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Anticipate

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Catch every opportunity

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Hate losing

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You can’t teach an old dog new tricks

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Change your thinking

www.flickr.com/photos/oriol_gascon/2172565951

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The hard way

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AND Thinking

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AND Thinking

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AND Thinking

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www.flickr.com/photos/thelastminute/4754410169

AND Thinking

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www.flickr.com/photos/koffiemetkoek/238250538

AND Thinking

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Prisoners of our own thinking

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Constraint-based thinking

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Constraint-based thinking

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Constraint-based thinking

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Collective constraint-based thinking

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Bring about the possible

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

Business Attitude

- Seth Godin

“What actually separates winners from losers isn’t

talent, its attitude.”

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Sharpen your business attitude

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Resilient Thinking

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Develop a Winner’s Mindset1

Create a Performance Culture2

Focus on Execution3

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How would you describe your

Performance Culture today?

How would like to be able to

describe it tomorrow?

Question:

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Are you acompleter?

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Do-it-yourself mindset

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You are accountable

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Knock on every door

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Always be prospecting

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Get everybody on the same bus

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Get the buses aligned

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Take the right people with you

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Use subtitle persuasion

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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

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Develop a Winner’s Mindset1

Create a Performance Culture2

Focus on Execution3

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What 3 things would deliver

maximum short-term results

(< 30 days) for your

business, your team or you?

Question:

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Personal focus

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Team focus

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Future focused

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Get ready for change

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Strategic choices

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Highly adaptable

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Manage ambiguity

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Sales Game Plan

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Lead and they will…

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Lead them one at a time

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source: www.corporatevisions.com

Lead them through the Buyer’s Journey

1 32

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Educate

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Inspire

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Create a sense of urgency

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Recommended reading

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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

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98

DecisionDrivers

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Price vs Value

Products ServicesExperienceCustomer

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Value = the Customer Experience

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Value = the Customer Experience

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Execute consistently

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“When the rate ofchange externally isgreater than the rateof change internally,you have a problem.”

- Jack Welch

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External speed of change

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Internal speed of change

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1. An unparalleled opportunity

2. Yes you can (do it)

3. Now is the time to make it happen

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David R Ednie

President & CEO

SalesChannel Europe

Ph: +33 676 60 09 25 (FR)

Email: [email protected]

Website: www.saleschannel-europe.com