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

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

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

Volatility Vision

Uncertainty Understanding

Complexity Clarity

Ambiguity Agility

V.U.C.A. primes

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

V.U.C.A. pRimes

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

Peter Diamandis CEO & Chairman

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

stoRy selling Inspire with full technicolour,

soundtrack, emotions......

Volatility >>>>> Vision

Motivati

on

WHY

Define Current Reality PAIN or CHALLENGE

Design Compelling Future

VIVID VISION

Create a Vision Volatility VISION

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

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

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

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

Volatility Vision

Uncertainty Understanding

Complexity Clarity

Ambiguity Agility

V.U.C.A. primes

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

V.U.C.A. pRimes

IGNITING YOUR SENSORY CHANNELS

be sense-able

complexity >>>>> clarity

From Managing Time

To

a mindset shift

Managing Energy

we are not making enough

Time For Renewal

the problem

EXTREME SELF-CARE

36

A little bit of something is better than a lot of

nothing

small tweaks

RESPONSE-ABILITY

RUNNING IT JUST IN TIME

Transforming during crisisMake a world of difference in uncertainty

DON’T DEFER DEVELOPMENT

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

COLLABORATION IS KEY

Design thinking is not an experiment.

It empowers and encourages us to experiment.

Idris Mootee CEO, Idea Couture

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

the ResouRces

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