Motivation Change Growth and responsibility: Create unrest in the company!


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Do you know the story of the quarry in which a man knocks stones in despair, another hard-earned the livelihood of his family and a third joyfully gives the feeling to build a cathedral? It depends on your own motivation and responsibility - and restlessness makes you successful.

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Dirk Kreuter's Profile dirk-kreuterDirk Kreuter is one of the most influential thinkers on sales, sales and acquisition.

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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

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.

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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

For many years I worked as an external trainer, consultant and coach 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?

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success unrest

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 it's about a success factor ... It's called “restlessness”! You have to keep worrying yourself, your team and your company, so that you don't deal with trivialities and small things! If there are no challenges from the market, if 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 war or in peacezeiten? When is a king or emperor overthrown? When is there unrest among the people? Always in peacezeiten! Then the kingdom is preoccupied with itself, then it has Zeit and energy for something like that.

A king only ever loses your kingdom in peacezeiten! 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.

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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 manager 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 peacezeits!

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!

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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 peacezeits!


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  1. Walter

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

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