Sales Effectiveness Breakfast Event Series: Friday 18 June 2010

How can we increase our capacity for effective leadership?

High performing leaders are distinguished by two qualities – their ability to interact effectively with other people and the ability to think strategically and tactically. In this insightful event session, Malcolm Dawes will share the results of an extensive 10 year study of over 6000 managers – and the implications that this study highlights.

A multinational study by dta WORLDWIDE has found that, on average, managers are performing below the level that characterises high-performing leaders.

The study, analysing data from 6,320 managers and over 30,000 of their work colleagues, examined leaders’ self-perceptions and the perceptions of others in interaction effectiveness and thinking effectiveness. Leaders’ average ratings on the two key qualities were both around 70, out of a possible 100. Previous research by dta WORLDWIDE has shown that to be an effective leader, a score of 80 and above is required.

Ten competencies that make up these two key qualities were measured, including teamwork, win/win negotiating, communicating clearly and positive orientation. The competencies which were assessed as being lowest, by both leaders themselves and their colleagues, were interpersonal flexibility, problem-solving and analysing perceptively.

Malcolm Dawes, Managing Director at dta WORLDWIDE will explain that the low scores are an indicator of a number of things, including the low importance placed on leadership in many businesses. Yet much research exists which suggests that effective leaders will return significantly better results from their people.

This presentation focuses on key areas to improve your leadership in the sales domain, within all levels of your business.  After Malcolm has shared insights from this research, you will:

• Understand the importance of 10 core competencies for sales managers
• Know the essential qualities to allow you move from sales management to sales leadership
• Be able to focus on your own strengths to develop the effectiveness of your personal leadership style

How can I build more sustained resilience in my sales prospecting and negotiations?

Selling is one of the most critical activities in the work environment.   Without the ability to sell, ideas would be nipped in the bud, products could “rot” on the shelves and services would remain unused potential.

Extensive research has proven that even the best of sales people will, at some point, miss opportunities and underachieve because of fear. It can be fear of rejection, call reluctance, fear of failure – or one of the many other ways fear can be manifested.  But fear is also natural.  Anyone who needs to sell – from a sales professional to a business development person to a non-sales employee – knows and feels fear when it comes to selling.  Picking up the telephone to make a prospecting call can feel traumatic.  Closing the sale can be equally daunting.  Yet, both those activities are critical to the sales process and to the business.

Research has identified that the interaction through selling accounts for 53% of the influence on a purchase decision. Building on that, what increase in sales and bottom line could you achieve if you could transform fear into energy that propels you forward to action and success?

By improving your sales skills, you can overcome the reluctance that many people experience around selling, but this is not the only solution.  By addressing the fear that makes it so challenging to put yourself on the line, your selling skills can be put to great use.

Over the last 10 years, Suzanne Mercier has become an expert on the limiting nature of fear.  In this session, Suzanne will lift the veil from fear and share how – by understanding our fears – we can overcome them to achieve better sales results.

During this compelling session, you will:

• Understand the nature of fear and how it inhibits our actions
• Receive tools to transform fear into more productive energy
• Recognise the triggers of fear and address them before they hit
• Feel more willing and able to increase prospecting activity
• Increase your ability to close the sale