Motivation, Sales & Success
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Transcript of Motivation, Sales & Success
1
is
CHOICE
Presented by Ian Rheeder Chartered Marketer (SA), MSc. Innovation
Updated: Oct 2008
The Big “C”
Sales - Motivation - Success
45 – 90 min Talk
8
Factors Influencing Customers’ Decisions to Buy (B2B)Calibre of Salesperson 39%Offering a Total Solution 22%Quality of Product/Service 21%Price 18%HR Chally (USA), 2013 100%
8,000 Sales Team Study
Gallup Studied 250,000 Salespeople
SALESPEOPLE are FOUR TIMESmore importantthan the products they sell.
BUILDING A WORLD-CLASS SALES FORCE, 2008, Gallup
Part 1 of 4
Part 1: Energy & FocusPart 2: EnergyPart 3: Focus
Part 4: Exercises – Values, Goal Set
Motivating Salespeople
The Big “C” is Choice
Your Comfort Zone
Self-awarenessNew GoalsNew KnowledgeNew SkillsNew AttitudeNew SacrificesNew RisksNew FailuresNew HabitsNew Successes
Where the Growth
happens
Ian Rheeder
16
Question?
Write down the
three most stressful things
that happened to you during your
teenage years or adulthood,
or even your career.
Ian Rheeder
Part 2 of 4
Part 1: Energy & Focus
Part 2: Energy (Feelings, Why)Part 3: Focus (thinking)
Part 4: Exercises – Values, Goal Set
Motivating Salespeople
The Big “C” is Choice
A THOUGHT is a gentle flare, a quiet breeze or whisper -- a tiny
fraction of a feeling.
Ian Rheeder, Markitects
A FEELING is a giant flame -- a strong wind of traction -- that lifts
the laziest soul to ACTION.
Part 3 of 4
Part 1: Energy & FocusPart 2: Energy (Feelings, Why)
Part 3: Focus (How, Plan, Thinking)Part 4: Exercises – Values, Goal Set
The Neuroscience of Persuasion
The Big “C” is Choice
35
Question?
Did at least one or more of these
thing make you grow/mature into the
person that you like being today?
Warren Bennis & Thomas. (2002). Crucibles of Leadership. Harvard Business R. Study of 40-Top CEOs in the USA. All grew the most as leaders from stressful periods in life. Ian Rheeder
36
In reality, “bad luck” almost always
becomes “good luck”; we just can’t
see it at the time.
Ian Rheeder
The Lesson?
37
Consciously choose to look for the
positive lessons, whilst we are going
through any “reality”.
Ian Rheeder
Spreitzer, G, & Porath, C. (Jan-Feb, 2012), Harvard Business Review. p.96, and p.102
• Creativity increases by 300%.
• Call centre staff 400% higher
sales
• Other sales staff 37% higher
sales
Part 4 of 4
Part 1: Energy & FocusPart 2: EnergyPart 3: Focus
Part 4: Exercises – Values, Goal Set
The Big “C” is Choice
Ian Rheeder
It’s a beautiful experience,
when your career and your passion
come together.
VALUES & CAREER
45
Spark without fuel.
Ignited genius. “Yes I can!”(Fire & Fuel)
Damp smouldering
wood.
No spark and no fuel.
Fuel without spark. Genius stuck in the mud. Low HighMedium
Talent, Skills, Knowledge, Experience, Support
Val
ence
Syn
ergy
(S
park
)
Mot
ivat
ion:
Min
imis
e P
ain
& M
axim
ise
Gai
n
Expectancy (Fuel)
Source: Based on professor Victor Vroom’s Expectancy Theory on Motivation
Handout #1 page 3
www.markitects.co.za
THANK YOU!
The Big “C” is Choice: by