Posts Tagged boost sales
Character Defines the Results You Attract
Posted by Doctapaul in Astrology, Healing, Leadership, Life's Changes, Love, Personal, Relationships, Self Development, Selling, Soundbytes of Wisdom on February 22, 2012
“…all that happens is the result of character, the only manner in which the destiny can be changed is to change the character….. the chart of birth….is merely a map of character…..(and) can be markedly altered in any direction desired.”
CC Zain[1]
Image sourced from Spencer Hope Davis
[1] Ref: Chapter 4, Doctrine of Nativities from the book, Laws of Occultism, Inner Plane Theory and the Fundamentals of Psychic Phenomena by CC Zain, published by the Church of Light.
Shine on…!
/|\
Paul C Burr
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Steve Jobs
Posted by Doctapaul in Business, Coaching, Leadership, Quirky Ideas, Soundbytes of Wisdom, Training & Development on October 6, 2011
Image sourced from realmagic.com
“Innovation has nothing to do with how many R&D dollars you have. When Apple came up with the Mac, IBM was spending at least 100 times more on R&D. It’s not about money. It’s about the people you have, how you’re led, and how much you get it.”
Steve Jobs
Image sourced from
Shine on…!
/|\
Paul C Burr
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A New “Business-Consciousness” Model for the World
Posted by Doctapaul in Astrology, Business, Current Affairs & The Economy, Leadership, Life's Changes, Quirky Ideas, Visions and Dreams on August 25, 2011
I started advertising my Facebook page, Beowulf, earlier this week, at only 1p/click-through. It’s aimed at sharing wisdom and research into business, leadership and consciousness – and hopefully attracting some business for me too 
.
(Image from Just Give Me Peace who share/sell great art and poetry.)
It accumulated more than 660 followers in 24 hours. It now has over 1000. I expected take-up to be a slow burner, maybe 30-60 people in the first week. Instead, take-up has blown me away. I still don’t know why so many started following it. Will those of you, already signed up, please send me or share your reasons for following Beowulf and your interests? Thank you.
In return I shall write about what you are interested in, best I can.
I would like to discuss something that I’ve been working through in my mind for a couple of years. I haven’t thought it all through. Therefore I write of idealism – which you can, should the more clever than me of you want to, rip to shreds.
We live in a world where land, property and wealth is won through forfeiture. Some kill in the name of a religion or a God, egged on by clerics who say “you shall become martyrs”. Forget it. That is a religion based on brain washing, protectionism and Middle -Age theocracy that preys on the fears of man. The Sun shines on everyman regardless of race, colour, religion or creed. Whether you believe in God or not – can we not all accept the principle? “We are all equal in honour not privilege.”
We see industrial giants, under the guise of “democracy”, scrambling for oil rights in Libya, pipelines across Afghanistan and trade in the Middle East. We spend billions on war, space travel and litigation. We see 1 billion people in the world without adequate food, shelter and clean water. We see violent uprisings (now in London, where next?) where people on the street say “Enough!”
There is a quickening of change. I don’t yet know what shape it will take. Those who attempt to hold on to that which serves only themselves will meet their “come up-pance”. And the “me too” or “me first now” attitude of the developing economies (after centuries of exploitation, want their “rightful share”) will only replace one capitalist empire with another.
Let’s work together to create an abundant business world where wisdom is created and shared. So that those who work hard but do not share the success of those at the top, can learn and raise the value they bring to the market.
If we all focus on helping those who need wisdom most, we raise the wisdom of the whole business planet. At the same time, if we isolate/patent wisdom to line our own pockets, then we transgress the laws of nature.
I speak not of communism versus capitalism but of freedom of wisdom and a change in mindset, so that we sign up to conduct business for the benefit of all. This, I am told, is the essence of the Aquarian Age.
An age based on raised:
- inner experience + scientific reasoning = wisdom + knowledge
- …………………………………………….. = consciousness(to replace out-dated faiths and beliefs)
Raising the world’s consciousness is no easy task. But we can make a start – with ourselves.
I would like your input and feedback please.
Ω
Shine on…!
Paul C Burr
Follow @paulburr
Fear Attracts Fear – Case Study
Posted by Doctapaul in Business, Coaching, Healing, Personal, Self Development, Selling, Training & Development on August 19, 2011
I coached an experienced salesperson who had fallen on hard times. Sales were down.
Like all good salespeople, he worked extra hard, and made as many sales calls as he could. He crossed all the t’s and dotted all the i’s in abundant call reports, to demonstrate his commitment and loyalty to his bosses. Alas, all to no avail.
Image from How Stuff Works
Like most of us (I include myself) it was easy to blame the economy………………
I asked what was driving him. Back came the response “Well I’m behind in my numbers and I want to catch up. I don’t want to lose my job!”
I asked a series of questions:
Q: “So fear drives your actions?”
A:“Yeh, I’ve got a wife and kids to support” came the answer.
Q: “To what extent do your friends and colleagues share your fear?”
A:“Quite a few, it’s time like this you find out who your friends are.”
Q: “To what extent do your existing customers share in your fear?”
A: “Yeh, a few have intimated that I’m trying too hard and come across as more pushy than usual. They are a bit apprehensive about me.”
Q: “And what of new customers and prospects?”
A: “Yes again, everybody I meet seems fearful to do anything right now, even when the business case is clear cut.”
So what’s going on here? I’ve coached many people in this predicament. Here’s what I’ve seen, time and again.
What drives us, we attract. Fear attracts fear.
So in the above client’s case, the coaching focused on tools to switch out fear and replace it with what the client wanted instead: “creative confidence”.
Within weeks, despite an ailing economy, the client’s sales figures went from poor, to fair, to good, to very good. He got back on track.
Ω
Shine on…!
Paul C Burr
Follow @paulburr
More Sales from Less Waste.
Posted by Doctapaul in Business, Leadership, Marketing, Selling, Training & Development on August 19, 2011
I saw a definition of the word creativity recently. It went something like “linking two things together for the first time”.
I got a message from Edward de Bono. He encouraged me, to think of creativity as more than selling new things, into a new market, incurring risk (against the grain of the current economic climate). But better still to use creativity to perhaps minimise risk and cut costs. This got me thinking.
“How might we minimise risk, cut costs and increase sales?”
I proceeded to think about the role the various functions or departments play in large corporations. What is it that Marketing, Training and Development, Sales Operations (sometimes called Sales Enablement) do? What do they all try to achieve?
A simple answer could be to get a decision-making customer (the information they need) to make a favourable decision.
Each department looks out from their pigeonhole and does their bit in getting the customer’s favourable decision. The more enlightened departments work in harmony to achieve the same end. Alas, this is a rarity…..
….. because most people still look at the function of their work inside-out….. “What outputs do I create, in accord with my job specification?” For example: a flyer, a campaign, a training event. What they often don’t do is measure the ultimate goal: favourable customer decisions. Instead of looking outside-in, they look inside-out. So the sum of the parts is never the whole.
So how would it be if we merged departments: Sales Training and Development, Marketing and Sales Operations/Enablement?
How about if we created a single department called: “Getting Favourable Decisions”.
(Or something less obvious, like “Customer Enablement” for those organisations whose culture has not yet migrated to the Aquarian Age of meaningful information.)
There is an old phrase: “50% of our marketing is valuable and 50% is waste. The trouble is, which 50% is which?”
Luckily for me, I got to analyse a vast amount of data. The utilisation data of a large global IT company’s marketing materials, deposited into a single digital repository. It tracks which materials are used, by whom, where, when, and for how long. The statement “50% waste” proved to be an understatement. The data revealed it was 85%, i.e. only 15% of the material was read by anybody outside marketing i.e. sales and customers.
Likewise I’ve spoken to many sales trainers about knowledge retention. They typically reckon that when people walk away from a training course, they retain 15% of the knowledge and wisdom imparted. That’s about the going rate.
So curiously enough this number 85% crops up again. 85% of the marketing material isn’t being used, 85% of the wisdom imparted is not being retained.
So how about creating a “zero-retention” application? An application that provides on-the-job information, wisdom, knowledge, learning, call it what you will. It gives you what you want, where you want it, when you want it. It’s concise, understandable, and is already customer ready. (No more time consuming training courses, no more pedantry e-learning.)
We merge, into one repository, all the materials we need, to give customers the right information, in the right sequence, to make a favourable decision. We provide this through one single department. We merge Sales Training & Development, Marketing and Sales Operations/Enablement into one. We reduce management overheads, courses and waste (by 85%?).
Your customers and salespeople engage using (the same) articulate materials, media, dialogues, analyses, questions and messages. They all sing from the same song sheet.
Sales go up. Selling cycles shorten. More sales from less waste.
p.s. Now you know what to do. Should you want to know more on how? Get in touch .
Ω
Shine on…!
Paul C Burr
Follow @paulburr
4 Killer Strategies to Boost your Sales
Posted by Doctapaul in Business, Coaching, Leadership, Selling, Training & Development on August 18, 2011
Killer Strategy #1
Coach Top Performers: increase your top people’s contribution by 30% (and maybe increase your total company sales by >20%)
My research over the last 20 years has found that top performers demonstrate 7 key traits or characteristics (eg curiosity: eager to learn). Top performers love to be coached, to go (not think!) outside of their comfort zones. They yearn to discover what lies above and beyond their limits of success (all-be-they high already).
I see top salespeople, whom I coach, increase their sales run rates by 30%, in a matter of weeks. For those who really trust themselves and commit to the journey, performance goes up several fold.
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2 Case Studies:
- Account Director (now a Vice President): Responsible for renegotiating a £50M pa contract within 9 months. The client achieved the £50M target within 11 weeks from commencement of the coaching programme.
- Regional Manager (now a Senior Vice President): used coaching methodologies to prepare his team for a new business-services sales campaign with an Australian bank. The team won a pilot worth around $100K in the UK. Our client flew to Australia to extend the bid. He then steered the local sales team to win further contracts……“I won the big one (worth £15M!) for the Australian bank I was after….. my life has changed quite a bit (for the better) and 80% due to your help”
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Lever your company’s sales revenue. The top 20% of your salespeople probably bring in 80% of your revenue. Measure, if you can, the proportion, they contribute, to your profit line. I have clients who were staggered at the results.
You can now imagine what happens to your bottom line when your top performers raise their game by 30% and more. And, 0rganisational beliefs (about what’s achievable) get smashed. Others follow. But how fast? And can they keep up the pace?
So what about the remaining 80%?
Killer Strategy #2
Raise Every Salesperson’s Results: model and spread your top performers’ traits and behaviours to everyone else
Sales effectiveness is a function of motivation, confidence, competence and curiosity.
Effectiveness = Motivation x Confidence x Competence x Curiosity
or…
E = MC3
(No longer a Theory of Relativity, nor rocket science, get everyone winning!)
So the objective is to raise everyone’s:
- Motivation: better yourself, seek wisdom, explore below the surface, relate to people and situations, analyse facts, follow process
- Confidence (as opposed to arrogance) know, execute: when to listen (ask), when to learn (bide time) and when to advocate (articulate)
- Competence and knowledge in 4 verbs, to: Connect, Inspire, Prove and Proceed
- Curiosity (to explore below the surface) about: selling, the customer, the customer’s industry, self, technology, your company, the world, and beyond….
This is how top performers come across and do things differently to average performers?
My personal research goes back nigh on 20 years. My studies include cross industry interviews and workshops with hundreds of salespeople, sales managers, directors, consultants and customers around the world.
My purpose here, is not to tell you how to do this. My purpose is to tell you what needs to happen.
Case Study: A pan Europe, Middle East and Africa (EMEA) survey, by a Top 5 Global IT Firm, reveals a boost in sales millions of dollars.
- UK, Regional Business Development Manager: “Sales are up because 30% more Account Managers are going out and selling solutions that otherwise wouldn’t have.
- “Middle East and Africa: Within 6 months of the launch, sales surpass $2.5M, in a region where hitherto, no Account Managers had been selling these solutions proactively.
- Q: “Score out of 10, how much has the approach contributed to the $2.5M revenue sum?”
- A: MEA Regional Business Development Manager “Contribution to sales? I’d say more than 8 out of 10.
- “Scotland: Regional Channel Partner Manager: “I started in May. The subject matter was new to me. I hadn’t been on any courses. I shared your “transfer mechanism” with our Business Partners. They were impressed. It’s now July, I’ve displaced our competitor as Business Partner of Choice and just won the first piece business, worth over $100,000,, that competitors were due to win..”
Killer Strategy #3
Increase the Effectiveness of Sales Leaders: Equip managers to lead others, outside their zones of comfort.
I coach managers (to coach others). Many have already been “trained in coaching”. Yet, they increase their personal productivity measurably (£).
Why?
Because, for most, “training” does not engage the manager sufficiently in the emotional and insightful journey to become a great coach:
I have found that “training” gives process.
Training alone doesn’t:
- Engage the emotional journey of moving into discomfort with a fresh mindset.
- Shift the mindset from being an expert (i.e. mentoring) to a non-expert (i.e. a co-explorer)
- Shift the mindset from being directive (eg “you need to do a,b and c!”) to non-directive.
- Nurture 7 key traits, common to both coach and a top performer.
- Get managers to realise that every coachee (at some level) mirrors their own imperfections
All the above are essential skills and learnings to coach well.
A study carried out by Olivero, Bane, & Kopeirnan in 1997 demonstrated an 88% increase in management productivity when coaching and training were interwoven as opposed to a 22.4 % increase when managers were placed on a management training programme.
Top 5 Global IT Company: European Sales Management Team, Public Sector, already “trained” as coaches.
MANAGER A:
“When I do follow the coaching process it works and it fails when I don’t”
“First two sessions were particularly useful. I would not have got through that month without the 2 List System. I am more effective in how I use my time and am more prepared for important meetings. SOS helps me synchronise with people. Using 2nd position has helped enormously. Coaching isn’t an individual session; it takes place over a period of time to get to a solution. It’s made me face some demons.”
MANAGER B:
“The Coaching Process gets an A* for managing poor performers. “
MANAGER C:
“It has helped me to explore new ideas and not get hung up if they don’t work. I took away the “Preparing for Key Meetings” from the workshop and used it – it’s brilliant. I understand the coaching tools and need to get myself organised to use them on a regular basis next year.”
MANAGER D:
“I am more rigorous in the analytical and process quadrants and it’s paid off.”
“I took the material from the workshop and applied it rigorously to coaching (underperformer) X. It’s not there yet but the mountain has moved.”
The managers achieved “Top Team” status aross Europe, in the year following the coaching.
Killer Strategy #4
Lift Under-Achievers out of the Mire: Save them, your managers, and you, a lot of time and possibly grief!
What do you do with an underperformer?
- Sack them?
- Leave them alone?
- Manage as best you can?
- Invest in them?
Coach them. Why?
Corporate Sales Case Study: a highly rated salesperson was underachieving in her first year on quota. Within two months, from the start of the programme, the salesperson’s going rate of year-end target increased from 20% to 80%. Her results then went from strength to strength.
Quotation…. “I found the programme extremely beneficial: it grew my self-confidence and self-esteem tremendously, and allowed me to go and sell. I have both the ability and I have earned the right to do this. I also treat customers as human beings, realising that the best way to persuade someone to agree with you is to get on well with them. I am much more ruthless about agreeing to tasks outside the scope of my quota – unless it eventually benefits my quota in some way. I do nothing unless it progresses me closer towards meeting my targets. I am better respected amongst my peer group and managers, and I am assured of a successful career with solid progression!
Overall, I recommend this to anyone, so long as they are prepared to accept new ideas and alter their attitudes to certain ways of working.”
Sales Managers lose 26 days (5 weeks!) per year dealing with poor performers, source: “UK Managers Losing Twenty-six Days a Year to Poor Performers”, SHL GROUP plc, Business Series 2005.”
The UK’s “lost management days” figure is lower than the other regions studied apart from one. The UK figure is 7 days more than Sweden.
No coincidence: Sweden invests the most in getting people to competence. Source: “Getting the Edge in the New People Economy”, www.futurefoundation.net, Future Foundation and SHL Group plc.
Under-performers, when coached, take an emotional journey (similar to top performers) to step up to the next level. They rid themselves of sometimes deep-rooted, personal, blocks that hold them back. Sometimes, it only requires a simple shift: maybe just a reframe of their perspective. Mostly though, it involves something deeper.
I often find that training doesn’t go anywhere near these deep emotional blocks. Under-performers will not allow it to. They fear the consequences of exposing what holds them back, often unconsciously.
The irreplaceable value of coaching: from research undertaken (Trygve Roos, Mental Coaching 2002) to discover what really causes effective behavioural change. It proved that the most pervasive change happened when learners were trained in various excellent techniques, followed by personal coaching/interventions.
Corporate Sales Case Study: New to sales, and prior to coaching, an erstwhile consultant’s going rate was 40% of his year-end target. Within two months his going rate was 80% and he was looking to overachieve. We focused on sales campaigns to win new business in competitive accounts. He went on to win a contract from one of the campaigns worth about $1.5M, from a client whose spend up until the start of the campaign had been minimal.
Ω
Shine on…!
Paul C Burr
Follow @paulburr
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