The view determines the result
All three masons are right and yet they all feel different. How we see and describe a situation has an impact on how we feel internally. We can view an activity as a necessary evil or as a way to learn or even as a challenge. What is the sales slogan 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
From a purely mathematical point of view, every salesperson is responsible for 40 customers. These 40 customers then stand for some 1.000 employees in their own company. The realization of this number game: If one of these sellers does not perform well, perhaps because he shares the attitude of the first two masons, then depend on him about 1.000 Jobs.
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.
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
I spent many years as an external trainer, consultant and coach in companies. I was able to compare each week: The difference between small, medium and large companies. For corporations and large companies, the employees were mostly concerned with themselves: restructuring, works council, power, hierarchies, who with whom again what ...
The market, the customer and the competition were always secondary. It always impressed me. Negative of course! How can a company neglect by far the most important thing?
One of my employed trainers was on a project for six months at a car manufacturer's plant. He said that half of the people in his department could be fired without affecting productivity. Oops ...
But now this is about a success factor ... It's called "unrest"! You have to keep yourself and your team and your company in trouble so that you do not deal with trivialities and small things! If there are no challenges from the market, if the competition leaves you alone, then you have to create artificial resistance yourself. How? Ambitious goals and permanent actions!
When do companies go under?
When does a kingdom go under? In times of war or peacetime? When will a king or emperor be overthrown? When will there be civil unrest? Only in peacetime! Then the kingdom is busy with itself, then it has time and energy for that.
A king always loses his kingdom only in peacetime! By implication, this means that you always cause internal unrest!
Pull it over!
For the past 15 years, I have been moving with my team every two years. Eight removals in three buildings. That feels good! Each time seat arrangements, cabinet contents, inventories, team compositions are questioned and reconsidered.
This is a bit like tidying the basement or clearing out the garage. It is also said that the more things you have, the more things have you. Believe me, you will feel better after such a measure.
Challenge your team!
It's not about changing clothes. It's about the ritual. The change.
As an executive in sales, I advise you to challenge your team for six weeks with an action or a short-term goal! Attack! Then there are two weeks of regeneration before the game repeats. Remember: no peacetime!
Examples of actions: product launch, customer recovery, new customer acquisition, price increase and so on. Be creative and cause trouble!
Würth has 400 individual companies. Why? Well ... partly to compete with your own company. If natural competition does not attack, then Würth creates the unrest itself through a subsidiary! Attack!
When does a muscle grow? When he has an unfamiliar resistance to overcome. After that he adapts. Growth. When does a personality develop to greater strength? After a big crisis. Growth. Always remember: a king loses his kingdom in peacetime!
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