Business et Finance

ThinkSales May 2016 - Issue 24

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.

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3 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 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 case studies about companies and numerous technical notes on various business topics. Learn more about Frank at www.frankcespedes.com GREG ALEXANDER is the CEO of Sales Benchmark Index. Prior to SBI, Alexander served as Vice President of Sales and…

3 min.
the secret of success

TODAY’S BUSINESS REALITY As CEOs, Business Owners and Sales Leaders we are all acutely aware of the need to drive revenue, the pathway to bottom-line growth. There is only so much one can do with cost-cutting. We also know that achieving sales numbers has become increasingly challenging in today’s business environment dominated by a potential downgrade of South Africa’s credit rating, a volatile Rand, interest rate hikes and low levels of business confidence. More than ever, we need to differentiate to win. IN SEARCH OF A WINNING FORMULA The challenge we and our customers face today is pressure on time, driven and intensified by the exponential rate of change. Where does the solution lie? WINNING EDGE CONCEPT Countless hours and millions of dollars have been spent globally to better understand human performance. The very best athletes, performers,…

2 min.
a little anxiety goes a long way

Employees who experience good stress enter a state of ‘flow’ that enables star performance, making them productive, customer-focused and loyal. A little anxiety may be just what you need to perform at your peak. It’s a notion first suggested by Harvard psychologists Robert Yerkes and John Dodson in 1908. They found that anxiety enhances performance, but only to a point. When it gets too high, performance suffers. This is depicted in their inverted U-model, known as the Yerkes-Dodson curve, showing how performance at any task varies with arousal in a predictable parabolic curve. Current studies show that mildly elevated stress hormones actually help the brain to learn better. However, Michigan State University psychologist Jason Moser cautions that high anxiety can make even simple tasks more difficult. FINDING THE SWEET SPOT The Yerkes-Dodson Law depicts…

1 min.
how you think counts

THE BOOK: Smarter Faster Better: The Secrets of Being Productive in Life and Business, by Charles Duhigg THE PROPOSITION: Productivity is a science, and managing how you think is more important than what you think. It can transform your life. HOW IT’S DELIVERED: In each of the eight main chapters Duhigg focuses on a single idea about how to increase productivity in business and in life. These include motivation, goal setting, focus, decision-making and more. He draws on neuroscience, psychology, and behavioural economics, as well as the personal stories of a range of successful people – from FBI agents to Broadway songwriters – to explain that productivity relies on making certain choices: • The way we frame our daily decisions • The big ambitions we embrace and the easy goals we ignore • The cultures we establish as leaders…

1 min.
the two kinds of tomorrows

THE TOMORROW THAT most people believe in is the tomorrow where they are different from what they are today. In that tomorrow, these people are going to be the kind that keep the commitments they make to themselves. They are going to be much stronger tomorrow than they are today, and they will have greater willpower. In that tomorrow, they will no longer need to be comfortable and they will consistently take the actions that today they avoid. But when tomorrow arrives, these people find that they haven’t changed much. They hope that the next tomorrow will be better. The second kind of belief about tomorrow is different. The people that believe in this tomorrow arrive there different from the way they are today. They are much stronger, having done the work…

3 min.
which markets should you compete in?

At the end of the day, sales and marketing leaders need an accurate number. This is the responsibility of the company’s CEO because making the number requires having a number that’s obtainable. A key input into assigning a revenue target is market selection. Get this wrong, and you will miss your number. I recently spoke with Rick Haviland, the President at MarketSource. MarketSource is the world’s most successful sales and marketing outsourcing company. The company has helped more than 200 companies generate over $6 billion in revenue. The topic of conversation was selecting the right markets to compete in. Why is this an important step in your overall strategy? Because without clearly defined markets, functional departments inside the company will make the decision individually. And this will result in conflicting priorities.…