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dirk-kreuterDirk Kreuter is one of the most influential thought leaders in the fields of distribution, sales and acquisition. Kreuter is the owner of the Kreuter company: new customers with a guarantee! He is CSP - Certified Speaker Professional, Trainer of the Year 2010, Speaker of the Year 2011. Together with Christian Wulff, the German SME Summit has named Dirk Kreuter TOP CONSULTANT for the last four years in a row. From 2012 to 2014 he taught as a lecturer at the Steinbeis Transfer Institute as part of the Professional Speaking GSA certificate course. After Dirk Kreuter began product-related sales training in 1991, he completed training as a trainer at the professional association of German sales promoters and trainers in 1994. Kreuter gave the first seminars abroad for English customers in 2007 in Eastern Europe. As an author, co-author and co-editor, he brought out 30 publications. All texts by Dirk Kreuter.

Motivation Change Growth & Responsibility: Create unrest in the company!

Do you know the story of the quarry, in which one man, very despondent, knocks stones, another earns a living for his family and a third happily gives the feeling that he is helping to build a cathedral? On your own Motivation and responsibility matters - and unrest makes you successful.

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The view determines the result

All three masons are right and yet they all feel different. How we see and describe a situation affects how we feel internally. We can view an activity as a necessary evil or as an opportunity to learn or even as a challenge. What is the sales wisdom contained therein?

One of my clients sells services such as catering and building cleaning mainly to hospitals. Here lies his core competence. He employs about 5.000 employees and works with some 200 customers. In sales, only five sellers act.

Good salesmen are vital

In purely mathematical terms, each seller is responsible for 40 customers. These 40 customers then represent around 1.000 employees in-house Company . The realization of this numbers game: If one of these salespeople does not achieve a top performance because they may share the attitude of the first two bricklayers, then around 1.000 jobs are attached to them.

Behind the 1.000 workers are the families who live off their income! Let's just calculate that the father is employed in this company and that the wife and two children have to live off their monthly earnings: 1.000 workers and four people in the family give 4.000 people this is all about.

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What are you responsible for?

In this project, a seller is responsible for the living conditions of 4.000 people. I have seen for myself that customers have chosen a competitor and that the service provider “just” gave 90 terminations! Only ONE (1) seller who delivers a 08/15 job, does not protect his regular customers against the competition and does not acquire new customers: layoffs!

Have you ever set up this bill for your responsibility and consequences in your sales activities? It is worth it! You will see some things clearer and focus strongly on your actions!

Differences between big and small companies

For many years I was an external trainer, consultant and Coach on the move in companies. Every week I was able to compare: the difference between small, medium and large companies. In corporations and large companies, the employees were mostly busy with themselves: restructuring, works council, power, hierarchies, who with whom again what ...

The market, the customer and the competition were always secondary. That always impressed me. Negative of course! How can a company neglect what is by far the most important thing?

Success factor agitation

One of my employed trainers worked on a project for six months at a car manufacturer's plant. He said you could lay off half of the people in your department without affecting productivity. Oops ...

But now this is about one success... It's called “unrest”! You need to be yourself and yours TeamTo keep your company upset so that you don't bother with trivialities and trivialities! If there are no challenges from the market, if competition leaves you alone, then you have to create artificial resistance yourself. As? Ambitious objectives and permanent promotions!

When do companies go under?

When does a kingdom go under? In times of war or in times of peace? When is a king or emperor overthrown? When is there unrest among the people? Always only in peacetime! Then the kingdom is busy with itself, then it has time and energy for something like that.

A king only ever loses your kingdom in times of peace! Conversely, this means that you are always causing internal unrest!

Pull it over!

My team and I have moved every two years for the past 15 years. Eight moves in three buildings. That feels good! Each time, seating arrangements, cabinet contents, stocks, team compositions are questioned and reconsidered.

It's a bit like tidying up the basement or clearing out the garage. They also say: the more things you have, the more things have you. Believe me, you will feel better after taking such a measure.

Challenge your team!

It's not about changing clothes. It's about the ritual. The change.

As a Executive In sales, I advise you to always challenge your team for six weeks with an action or a short-term goal! Attack! Then two weeks of regeneration follow before the game repeats itself. Remember: no peacetime!

Examples of actions: product launch, customer recovery, new customer acquisition, price increase and so on. Be creative and cause trouble!

Example Würth

Würth has 400 individual companies. Why? Well ... partly to compete with your own company. If the natural competition does not attack, then Würth creates the unrest itself through a subsidiary! Attack!

When does a muscle grow? When he has to overcome an unfamiliar resistance. Then he adapts. Growth. When does a personality develop into greater strength? After a major crisis. Growth. Always remember: a king loses his kingdom in peacetime!

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One answer to "Motivation Change, Growth & Responsibility: Create unrest in the company!"

  1. Walter says:

    Great advice you give there. Who creates unrest, flies, that's the way it is in companies today.

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