Mindful in the

Midst of Madness

L e a d i n g I n n o v a t i o n i n a V . U . C . A . E n v i r o n m e n t

P a r t 1

CSP

ouR objectivesV.U.C.A. Prime our Self & 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 START WITH SELF

THE 7 ‘R’S OF LEADERSHIP ACTIONPRINCIPLES 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.

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

COMPILED AND EDITED BY

PAU

L SPAR

KS

1

14217 EM_Trends Cvr 21mm.indd 1

9/5/11 12:51:43 PM

Review/Reflect Rules

Re-Organise

Role Modelling

Respect

Routine

Running It

The 7R’s

of Leadership

Action

BE AN E.G.

ROLE MODELLINGBE AN E.G.G.

MINDFUL IN THE MIDST OF MADNESS

Volatility Vision

Uncertainty Understanding

Complexity Clarity

Ambiguity Agility

V.U.C.A. primes

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

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

Peter Diamandis CEO & Chairman

volatility >>>>> vision

Motivati

on

WHY

Define Current Reality PAIN or CHALLENGE

Design Compelling Future

VIVID VISION

Create a Vision Volatility VISION

Walt Disney: Three Phases of Creativity

Three Phases of Creativity

The Dreamerthinks ‘big picture’ and

orientates into the longer term pictureThe Realist

acts as if the dream is possible and orientates into a short-term time frame

The Criticconsiders both long & short-term issues, searching for potential sources of problems in both past and future

Authenticity

Being pResentCommon sense

nspiRing

LeadershipESSENCE

© Yvonne Sum 2008

visionlose yourselfempower others

nspiring

Volatility Vision

Uncertainty Understanding

Complexity Clarity

Ambiguity Agility

V.U.C.A. primes

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

Start w

ith

SELF

Define Current Reality PAIN or CHALLENGE

Design Compelling Future

VIVID VISION

managing V.U.C.A.Uncertainty UNDER-

STANDING

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

staRt with youR self

Assets Vulnerabilities

Strengths Allowable weaknesses

Life & business experiences Perceived obstacles or history

Values Limiting beliefs

your balance sheet

truth

lose your mindbe yourself

Authenticity

Volatility Vision

Uncertainty Understanding

Complexity Clarity

Ambiguity Agility

V.U.C.A. primes

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

Start w

ith

RULES

Define Current Reality PAIN or CHALLENGE

Design Compelling Future

VIVID VISION

Complexity CLARITY

managing V.U.C.A.

Review/Reflect Rules

Re-Organise

Role Modelling

Respect

Routine

Running It

The 7R’s

of Leadership

Action

CHALLENGING ASSUMPTIONS & BELIEFS

RULES

From Managing Time

To

new Rule … a mindset shift

Managing Energy

Intention

SkillAttention

Awareness

energy flows where attention goes

JUST ONE THING JUST IN TIME

Kelly McGonigal : How to make stress your friend

we are not making enough

Time For Renewal

the problem

EXTREME SELF-CARE

Review/Reflect Rules

Re-Organise

Role Modelling

Respect

Routine

Running It

The 7R’s

of Leadership

Action

1. Being Present 2. Power Breathing 3. A Good Night’s Sleep 4. Circuit Breakers 5. Daily Rituals 6. Mindset Management 7. Propellants 8. Water 9. Snacking 10. Exercise, Stretching & Massage

10 simple renewal strategies

Wherever you are BE THERE!

1. being present

mindfulpresence

see & hear othersfeel & show yourself

Being pResent

1. Being Present 2. Power Breathing 3. A Good Night’s Sleep 4. Circuit Breakers 5. Daily Rituals 6. Mindset Management 7. Propellants 8. Water 9. Snacking 10. Exercise, Stretching & Massage

10 simple renewal strategies

! 10 X POWER BREATHS! 3 times a day:

- Inhale for count of 3 - Hold for count of 6

- Exhale for count of 3

! Balanced Breathing ! (Beware over or under stimulation)

2. power breathing

OR

Practice of QI GONG & YOGA

1. Being Present 2. Power Breathing 3. A Good Night’s Sleep 4. Circuit Breakers 5. Daily Rituals 6. Mindset Management 7. Propellants 8. Water 9. Snacking 10. Exercise, Stretching & Massage

10 simple renewal strategies

7 to 8 Hours Sleep a Night

3. a good night’s sleep

Review/Reflect Rules

Re-Organise

Role Modelling

Respect

Routine

Running It

The 7R’s

of Leadership

Action

CHALLENGING THE STATUS QUO

ROUTINEONGOING OBSERVATION & TESTING

44

Jean Harris, M.S. Owner, Launching Life Strategies

Helping others to reach for the stars and achieve their dreams

Published Author: When It Snows, All You Need is a Broom

Learn from My Mom and Dad, Ways to Raise Children to Thrive as Adults

45

sense-able

feel and think get some distance

Common sense

AssessAlignAmplify

The AAAA Strategy

ActualiseJUST ONE THING JUST IN TIME

START CONTINUE STOPkey insights peRsonal leaRning jouRnal

Volatility Vision

Uncertainty Understanding

Complexity Clarity

Ambiguity Agility

V.U.C.A. primes

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

Focus o

n

VISION

Define Current Reality PAIN or CHALLENGE

Design Compelling Future

VIVID VISION

Ambiguity AGILITY

managing V.U.C.A.

Review/Reflect Rules

Re-Organise

Role Modelling

Respect

Routine

Running It

The 7R’s

of Leadership

Action

53

Pass onIEXTREME SELF-CARE

Transforming during crisisMake a world of difference in uncertainty

DON’T DEFER DEVELOPMENT

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

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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