Most of what you need to know about success in life is personal in nature. I’ve learned, through my own experience and that of the people I’ve worked with, that people need each other to have fulfilling work, successful careers and meaningful lives. Regardless of your cultural background, your age group, or your social status, your need to get along with people is fundamental to your happiness. No matter how much technical skill you have in your particular field of expertise, no matter how smart you are, how capable you are, how gifted you are, if you don’t know how to connect, relate and communicate with people, there’s little hope for you.
Whether the times are great, or the economy is in the tank, the people who do the best, who prosper and advance, are the people who know how to connect with other people and have it matter. Whether you are a homemaker, a parent, a business owner, a manager, a waiter or a postal worker, your skill with other people determines everything. And when you have the skill to build relationships and networks of relationships, the world is your oyster, and all options are open for you. Being able to click is just a matter of knowing what to do, why to do it, and how to do it.
It’s been another challenging year for Australia’s sales professionals. While most sectors have now weathered the storm of the GFC, markets remain tough, buyers remain reluctant to spend and sales people continue to be tested. And while economic conditions are expected to improve in the coming 12 months, 2011 looks set to throw up a new set of challenges.
Without doubt the second decade of the 21st century will bring unprecedented change in how we sell and do business. With many businesses wondering what to expect and how to align their sales efforts moving forward, Barrett has identified the 12 Sales Trends of 2011.
It’s a list that highlights the holistic approach sales professionals need. Today’s sales person must be able to demonstrate leadership, an ability to collaborate, an ability to develop personal relationships with their clients and, above all, integrity.
As you read these trends, think hard about those that will have the greatest impact on your sales efforts next year, then go to our 12 Sales Trends in 2011 Poll to tell which trends will be on your radar in 2011.
USA Today by Jim Collins (December 30, 2003)
Regardless of the age of this article, it is still a very timely piece…
Each time the New Year rolls around and I sit down to do my annual resolutions, I reflect back to a lesson taught me by a remarkable teacher. In my mid-20s, I took a course on creativity and innovation from Rochelle Myers and Michael Ray at the Stanford Graduate School of Business, and I kept in touch with them after I graduated.
One day, Rochelle pointed to my ferocious work pace and said, “I notice, Jim, that you are a rather undisciplined person.”
I was stunned and confused. After all, I was the type of person who carefully laid out my BHAGs (big hairy audacious goals), top three objectives and priority activities at the start of each New Year. I prided myself on the ability to work relentlessly toward those objectives, applying the energy I’d inherited from my prairie- stock grandmother.
“Your genetic energy level enables your lack of discipline,” Rochelle continued. “Instead of leading a disciplined life, you lead a busy life.”
She then gave me what I came to call the 20-10 assignment. It goes like this: Suppose you woke up tomorrow and received two phone calls. The first phone call tells you that you have inherited $20 million, no strings attached. The second tells you that you have an incurable and terminal disease, and you have no more than 10 years to live. What would you do differently, and, in particular, what would you stop doing?
By David Meerman Scott for ChangeThis.com
So ubiquitous have Web sites become that it’s hard to believe they’ve been with us for less than 20 years. It was the 1994 introduction of the browser-enabled World Wide Web that gave birth to the Web site. Since then they have gone through about four stages of evolution…
Now, we’re entering a fifth era of the evolution: transformation of the Web site into a real-time marketing (and sales) machine. This is the natural evolutionary outcome of a process that started with a new way to slip brochures under people’s doors… read on
The rest, as they say, is continued history in the making.
David Heyman also makes a number of comments that directly relate to being an entrepreneurial mother. Whilst what he talks about relates to all 11Ps, I’ll highlight a few to illustrate…
“I’m not the person designing the film. I’m not the director. As a producer my job is to question, challenge, nudge … but to always support the vision of the truly creative individuals whose talents are necessary to make these movies work – people much more capable in their fields than I would be.”
Exactly, just as it should be. Once you know what you are most strong at, stick with it. P2 Problem Solver; P6 Panoramic Picture; P8 passOUT
“When I bought the rights it was just a book I really liked,” he said. “I related to Harry and Ron and Hermione. I knew people like that, bands of outsiders who perhaps felt a bit out of place but formed a group for mutual support.”
The entrepreneurial mother® community works much the same way.
“I want to tell stories that move me. That’s the governing principle of any project I get involved in. It has to be a story I connect to, something that makes me laugh, cry, get angry … whatever.
“You see, it’s just too hard to get a film made. It takes years, and if you’re not committed it will wear you down. Facing all that adversity for all that time, you had better love what you’re doing.”
P1 Passion with Purpose; P3 Perseverance
“The key to this job is to hire people who are excellent at what they do and from whom you can learn.”
“I don’t think I could ever be an excellent director. But I think I can still become an excellent producer. That will happen by working with people who are so much better than I’ll ever be.”
It’s all about Connecting the Dots. Connect the right Dots and look what the potential can hold…
What more can I say.