sim transform talent troubled times 2015

AGILE to ACT in

ADVERSITYT r a n s f o r m i n g T a l e n t

i n t r o u b l e d t i m e s

CSP

What is your greatest leadership challenge?

If there is JUST ONE THING to help fix it, it is ……

13

Concept 2

2009 And Beyond Good Food, Good Life.

A snapshot of the business atthe beginningof 2008...

1313

The world is changing

2009 and Beyond Good Food, Good Life.

13

Oceania 2009

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

COLLABORATION IS KEY

ouR objectivesV.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

What do I want from this working session? your outcomes

Volatility Vision

Uncertainty Understanding

Complexity Clarity

Ambiguity Agility

(Ref Kinsinger, P. & Walch, K. 2012)

V.U.C.A. pRimes

Download http://www.zyyne.com/zh5/164020

Volatility Vision

Uncertainty Understanding

Complexity Clarity

Ambiguity Agility

V.U.C.A. primes

(Ref Kinsinger, P. & Walch, K. 2012)

V.U.C.A. pRimes

Volatility >>>>> Vision Lead a Movement

Tell a Story to those who want to listen

Connect a TribeMake change

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.

EMERGING TRENDS IN PROFESSIONAL SELLING

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

COM

PILED AN

D ED

ITED BY

PAU

L SPAR

KS

1

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

Authenticity

Being pResentCommon sense

nspiRing

LeadershipESSENCE

© Yvonne Sum 2008

visionlose yourselfempower others

nspiring

The best way to predict the future is to create it yourself.

Peter Diamandis CEO & Chairman

Purpose

WHY

Define Current Reality PAIN or CHALLENGE

Design Compelling Future

VIVID VISION

Create a Vision WHAT? WHAT IF?

stoRy selling Inspire with full technicolour,

soundtrack, emotions......

Did You Know? That in 2028

Volatility Vision

Uncertainty Understanding

Complexity Clarity

Ambiguity Agility

V.U.C.A. primes

(Ref Kinsinger, P. & Walch, K. 2012)

V.U.C.A. pRimes

uncertainty >>>>> understanding

pace, pace, pace ....... and lead

THE 7 ‘R’S OF LEADERSHIP ACTIONPRINCIPLES OF LEARNING PARTNERSHIP

Review/Reflect Rules

Re-Organise

Role Modelling

Respect

Routine

Running It

The 7R’s

of Leadership

Action JUST ONE THING

BE AN E.G.

ROLE MODELLINGBE AN E.G.G.

MINDFUL IN THE MIDST OF MADNESS

staRt with youR self

Assets Vulnerabilities

Strengths Allowable weaknesses

Life & business experiences Perceived obstacles or history

Values Limiting beliefs

your balance sheet

ChaosROI

Time

Chaos

ChaosOrder Life is Good

Order

Kiss of Death

Maximum growth occurs at the border

of chaos and order

Order

S-curve of change

CHALLENGING ASSUMPTIONS & BELIEFS

RULES

From Managing Time

To

new rule … a mindset shift

Managing Energy

42

CHALLENGING THE STATUS QUO

ROUTINEONGOING OBSERVATION & TESTING

truth

lose your mindbe yourself

Authenticity

47

Pass onI

Volatility Vision

Uncertainty Understanding

Complexity Clarity

Ambiguity Agility

V.U.C.A. primes

(Ref Kinsinger, P. & Walch, K. 2012)

V.U.C.A. pRimes

Pathway to Compelling Future What stops us?

Unidentified Familiar Object ….. SELF !!!

complexity >>>>> clarity

JUST ONE THING

58

build a networkDig many wells before you need to draw water....

COMPLACENCY CHECK

Volatility Vision

Uncertainty Understanding

Complexity Clarity

Ambiguity Agility

V.U.C.A. pRimes

(Ref Kinsinger, P. & Walch, K. 2012)

Shifting Plans is the Norm

The Global Mindset

ambiguity >>>>> agility

CONTEXTUAL INTELLIGENCE

Design thinking is not an experiment.

It empowers and encourages us to experiment.

Idris Mootee CEO, Idea Couture

Transforming during crisisMake a world of difference in uncertainty

DON’T DEFER DEVELOPMENT

START CONTINUE STOPkey insights peRsonal leaRning jouRnal

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.

EMERGING TRENDS IN PROFESSIONAL SELLING

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

COM

PILED AN

D ED

ITED BY

PAU

L SPAR

KS

1

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

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