The plan never survives contact with the enemy.
#DrJeffreyMagee explains why most of us only hit our peak revenue building years in our 50s, unless you're smart. Either you're a cost centre or you're a profit centre. Either you are part of your own plan or you become part of someone else's plan.
He builds and develops peak performance in individuals and businesses. We explore why leaders focus on the wrong end of the problem because they are so stuck in the weeds. The questions CEOs should be asking about what works...
The plan never survives contact with the enemy.
#DrJeffreyMagee explains why most of us only hit our peak revenue building years in our 50s, unless you're smart. Either you're a cost centre or you're a profit centre. Either you are part of your own plan or you become part of someone else's plan.
He builds and develops peak performance in individuals and businesses. We explore why leaders focus on the wrong end of the problem because they are so stuck in the weeds. The questions CEOs should be asking about what works today not what used to work; what assets your competition don't have today that you can leverage; what is the 360 capability of your #humancapital; can you objectively remove the noise out of your head and look at your people as assets; what is the #trajectory you need to pursue
Jeff shares his formula for growing your people to maximise their potential:
- Aptitude
- Application
- Attitude
We delve into why sales recruitment is done so poorly. Jeff questions whether hiring managers know what they are looking for, or how to onboard them effectively, raise the bar through hiring and ongoing training and skills development.
Listen to find out how to maximise successful hires. Jeff has a formula to help you manage optimal performance.
We explore why modern sellers need to adapt to modern buyers' changing patterns of behaviour. We dig into the potency of a strong money concept and self concept for moving sales from transactional to value based. Jeff and I get tough around the lowering of the bar and the trend towards compromising on work standards in sales.
We cut through the crap, and identify exactly why weak, ineffective, lazy sales management are passing the buck, instead of taking responsibility for the team's number. They are creating the rod of underperformance for their own back by failing to understand what will make a sales hire succeed in role and they are afraid to hold people to account.
We map out the runway for sales management success. The gaping chasm between sales management excellence and what passes for average is massive. 94% (NINETY FOUR PERCENT) of sales managers are NOT QUALIFIED for the role.
Player managers are like multitasking - doing twice as much as you should half as well as you could - because they are distracted from their real job by carrying a personal target. their job is to hire the best people and get the best out of them. Give them a personal target and that is where you focus their attention. Bloody idiotic and a false economy.
Jeff explains why the emphasis on tactical (compliance, standard operating procedures, compliance, product knowledge etc) instead of operational (management, leadership, supervisory) and strategic (where senior leaders live) training is at the heart of why many organisations get into trouble. He explains the true value of Chief Learning Officers spending their time delivering strategic elegation (elevating & delegating) to the senior bench of the company.
We draw an important parallel between how a few, wealthy, committed influencers have been able to hijack the global political narrative by playing the long game, and shift the narrative to the right and towards populism causing the average voter to fail to question what they are seeing and hearing in the media. Successful leaders need to satisfy the day to day but they also need to be courageous enough to play the long game, driving towards their long term vision. The best spread their risk, encourage diversity.
The annual business report tells you how to compete with or sell to every public enterprise; they tell you about their past, present, future. Can you tap into their trends? Are you playing the future game or stuck in a rut in the past? Get our of the short term trap. Fail to learn and train yourself and your leaders, your people to think at your peril.
Salesmanship is about selling only one thing, change. Unless you get your salespeople to do the basics well, consistently over time and meaning it, you are toast. Stop getting distracted by the next shiny object that is sales enablement until you have got the basics right. Once you have the basics right, then use technology to make yourself more efficient and more effective.
Jeff advises you to read and listen to people who have the scar tissue from failure in the real world and their lessons learned, but find content produced by people who are BETTER than you, not at the same level or lesser.
Jeff can be contacted on LinkedIn.
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