Agile to Act in
Adversity
L e a d i n g I n n o v a t i o n i n a V . U . C . A .
P a r t 2
CSP
Transforming during crisisMake a world of difference in uncertainty
DON’T DEFER DEVELOPMENT
ouR objectivesV.U.C.A. Prime our Self & our Team
• Tribal insights on timeless hard-wired human behaviour
• Drive business priorities via Just-One-Thing approach
• Be agile with Just-in-Time solutions
• Amplify your Assets - transform our team in dire situations
• Partner to your Vulnerabilities - for sustainable improvements PRIME OUR TEAM
Authenticity
Being pResentCommon sense
nspiRing
LeadershipESSENCE
© Yvonne Sum 2008
mindfulpresence
see & hear othersfeel & show yourself
Being pResent
IGNITING YOUR SENSORY CHANNELS
be sense-able
Volatility Vision
Uncertainty Understanding
Complexity Clarity
Ambiguity Agility
V.U.C.A. primes
(Ref Kinsinger, P. & Walch, K. 2012)
Collaborative Learning Laboratory : The Ideation Modelambiguity >>>>> agility
Design thinking is not an experiment.
It empowers and encourages us to experiment.
Idris Mootee CEO, Idea Couture
ChaosROI
Time
Chaos
ChaosOrder Life is Good
Order
Kiss of Death
Maximum growth occurs at the border
of chaos and order
Order
surfing the VUCA wave
Review/Reflect Rules
Re-Organise
Role Modelling
Respect
Routine
Running It
The 7R’s
of Leadership
Action
CALIBRATE & CELEBRATE
REVIEW & REFLECT CONTINUE IMPROVING
CONSTANT TWEAKS
REORGANISE PROTOTYPING ON-THE-GO
RESPONSE-ABILITY
RUNNING IT JUST IN TIME
Creativity happens in the strictest
boundaries.
inspired from Peter Diamandis
CEO & Chairman
Disney’s Three Rooms
The Dreamerthinks ‘big picture’ and
orientates into the longer term pictureThe Realist
acts as if the dream is possible and orientates into a short-term time frame
The Criticconsiders both long & short-term issues, searching for potential sources of problems in both past and future
... acts as if the dream is possible and orientates into a short-term time frame
The Realist
Your trusted partners in remodelling reality.CALM IN CRISIS. AGILE IN ACTION.
Our key style of intervention is through our model:
The Collaborative Laboratory of Learning leveraging coaching, facil itation and prototyping with training to bridge skill gaps.
We begin with copious TRUST building in a short period of time.
WHAT WE DO IS… .... like being an OD Triage Team
EMERGING TRENDS IN
PROFESSIONAL SELLING
The latest innovation, research and best practice
in selling and sales management
Compiled and edited by
Paul Sparks
VOLUME 1
If you sell for a living, you manage a sales team, or are responsible for the growth of your business and you want the best outcomes for your
sales efforts – this book is for you.
Some of the world’s leading sales trainers, consultants and
coaches bring you detailed ideas on how you can improve your personal performance, and the
performance of your sales team. Inside this volume you’ll find
12 chapters to ensure you are informed about the latest trends,
research and best practice in professional selling and sales
management.
Each chapter is a book in itself – with more up-to-date
information on personal selling and sales management than any single book published in the last
decade.
EMERGING TRENDS IN PROFESSIONAL SELLING
Here’s what’s inside: Paul Sparks. The evolution of professional selling: understanding the past to inform our future sales performance.Michael Schiffner. Building high performance sales teams: going beyond a training mindset to achieve sustained sales success.Julia Palmer. Strategic networks: the key to sustainable sales success.Mo Fox. See before you sell: how changing your perception is the key to better sales results.Michael Foulds. The sale is the negotiation: reframing the sales process for better sales and stronger customer relationships.Malcolm Dawes. Sales leadership or sales management? It does make a difference for high performing sales teams.Suzanne Mercier. Are your sales people sales imposters? How to overcome fear to create great sales results.John Barraclough & Warwick Burgess. Gaining the last yard in sales: the value of persuasive communication.Mark Purbrick. Simply the best: how to attract, select and retain high performing salespeople.Jason White & Giles Rhodes. Rewarding the sales force: a taxonomy of sales roles to inform reward and incentive programs.Sally-Anne Cotton. The alchemy of 21st century selling: transmuting balance, alignment and intent into golden sales results.Dr Yvonne Sum. Tribal insights for sales leaders: the power of learning partnerships.
“The best book on modern selling and sales management I’ve seen in years with a great range of relevant content. I can’t wait for Volume 2.” – Bob Bentley, 25 year sales veteran, ICT industry.
See inside for details on the 6 DVD companion set which contains over 12 hours of presentations, discussions and interviews featuring the authors as they take a deeper and wider look at the chapter topics. This professionally produced DVD set is an invaluable tool for sales training and
development and is also great for using in sales meetings to begin discussion on critical topics in professional selling.
Australia $66.00 RRP Inc GST
COM
PILED AN
D ED
ITED BY
PAU
L SPAR
KS
1
14217 EM_Trends Cvr 21mm.indd 1 9/5/11 12:51:43 PM
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