Business et Finance

ThinkSales August 2016 - Issue 25

ThinkSales magazine caters exclusively to the needs of sales management leaders. The editorial objective of ThinkSales magazine is to empower, motivate and inspire sales leaders with strategic knowledge, tactical skills, management insights and exposure to international sales and management thought-leadership and best practice necessary to lead sales organisations to achieve higher and sustainable sales results.

South Africa
Thinksales Corporation Ltd
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2 min.
expert contributors

ANTHONY IANNARINO is the President and Chief Sales Officer for Solutions Staffing and the MD of B2B Sales Coach & Consultancy, a boutique sales coaching and consulting company. He is also an adjunct faculty member at Capital University’s School of Management and Leadership where he teaches Persuasive Marketing and Social Media Marketing in the MBA programme. Learn more about Anthony at www.b2bsalescoach.com DANIEL WEINFURTER teaches at Northwestern University’s Kellogg School of Management, is the author of Second Stage Entrepreneurship, and founder and CEO of GrowthPlay which helps companies accelerate profitable growth through sales effectiveness. Learn more about Daniel at www.danweinfurter.com FRANK CESPEDES is a Senior Lecturer at Harvard Business School and the author of six books including Aligning Strategy and Sales (Harvard Business Review Press). He has also written more than 40…

2 min.
the science of hiring

A COMMON CHALLENGE One of the most common challenges cited by C-Suite executives and sales leaders is the shortage of quality sales talent. This problem is not unique to South Africa and is noted by companies globally as one of the greatest obstacles to success for their sales organisations. There are three primary reasons for this state of affairs. Firstly, as critical a function as sales is to organisations there is limited formal education at school or in tertiary institutions on the subject. In fact, only very recently have universities included adhoc short sales courses in their offerings. A second reason for the shortage of good sales talent is that star sales people are very seldom in the market place. The reason is obvious; sales stars are treated like gold by their companies…

4 min.
to create a habit, tell a good story

If you resent doing the habit, or see it as a sacrifice, you’re more likely to blow the negative aspects up when they happen. But people with a strongly positive story will be likely to weather the storm of negative aspects of the habit. If you want to create a new exercise habit (for example), you might tell yourself something like this: “This is going to be amazing, I’m going to get fit and look incredible and be super healthy!” This is a story you’re telling yourself. It’s not real, but it has tremendous power to affect your feelings about your habit, and to change your action. You have a positive story about the habit, and it motivates you to take action. But perhaps the exercise you did one day was really tough,…

1 min.
a roadmap for cultural transformation

THE BOOK: Cultural Transformations: Lessons of Leadership and Corporate Reinvention, by John Mattone and Nick Vaidya WHAT’S IT ABOUT? International leadership coach, John Mattone and CEO magazine editor-in-chief Nick Vaidya, unlock the keys to leadership development and cultural transformation through interviews with 14 top CEOs. THE BIG TAKEAWAY: Up to 75% of organisations, fail in their transformation efforts. To succeed, they must do so through great leadership and it starts with the CEO and senior executive team. A weak C-Suite = weak culture = weak operating results. WHY IS CULTURE IMPORTANT? Culture is the key ingredient in creating and sustaining long-term growth and change. Operating success is tied to the ‘health and vibrancy’ and overall ‘maturity’ of your culture. To go from good to great to even better, great leadership is required at…

2 min.
it pays to pay attention

MULTI-TASKING has been a buzzword for the last couple of decades. People boast about their ability to manage the constant stream of emails, telecons, cross town meetings, picking up kids, report writing, deal closing, grocery shopping and more. Yet modern life is often chaotic and stressful, and burnout is not uncommon. In fact, a Regus Group survey of 22 000 business people across 100 countries reported that 53% of the global workforce is closer to burnout than they were five years ago. Part of the reason for this, according to an article published by Rich Fernandez in the Harvard Business Review, titled Help your Team Manage Stress, Anxiety, and Burnout, is that the benefits of multi-tasking are a myth. People are not especially efficient parallel processors – computers beat us hands down…

2 min.
how to create an indomitable mindset

Nothing will cause success to elude you more than a weak, disempowered set of beliefs. To create an empowered mindset, you need to reject ideas and beliefs that don’t serve you, embracing positive ideas and choosing to be infected with beliefs that give you strength of mind. WHAT YOU MUST REJECT •Negativity: Negativity has no upside. A negative attitude eliminates your ability to generate success; it destroys your belief that something is possible and with it, your resourcefulness. If you listen to yourself carefully, you will quickly realise how much time you spend complaining, even when you are only complaining to yourself. •Scarcity: There is no scarcity in the universe. The scarcity you perceive is because resources aren’t distributed equally across the planet or across segments of the population. Allowing yourself to perceive…