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Can we survive as salespeople in a world without economic growth?

by Paul Sparks on October 30, 2010

As salespeople we live in a funny world.

Our job is to help our organisations grow by selling more and more of the stuff our organisations produce.  Growth is at the centre of the expectations of the people in our organisations who set sales targets, budgets and forecasts.  And you can bet that this year’s targets are higher than last year’s – and next year’s will be higher again.

I talk with lots of salespeople and sales managers from all sorts of industries – large and small – here in Australia, and from other parts of the globe.  From these discussions, I’ve noticed a couple of things regarding this relentless push for growth.

Firstly, most sales managers accept the targets they’re given, but know that they’re often unrealistic & unachievable.  They simply move forward as discussion on the subject with others in the organisation is usually fraught with danger, and can sometimes be an act of organisational suicide.

And secondly – at a personal level – many salespeople realise that an insatiable quest to grow – to consume more and more “stuff” at the expense of world resources and personal and social compromise is something that doesn’t fit with their world view.

Here’s an alternative vision from Professor Tim Jackson of how we can prosper as individuals and organisations – and move from the constraints of an economic model built on inexorable growth.

Unrealistic?  Maybe – maybe not.

As more and more people look to balance their lives with competing forces – internal and external – ideas like Tim’s could gain great traction.  And the implications for how and what we sell are enormous.

Professor Tim Jackson is Professor of Sustainable Development and Director of the Research Group on Lifestyles, Values and Environment (RESOLVE) at the University if Surrey in the UK.  For over 20 years Tim has been at the forefront of research and teaching in sustainability.  His latest book – “Prosperity without Growth” – provides an alternative view of how our economic future could look.

You can find out more about Professor Jackson and his work here:

http://www.ces-surrey.org.uk/people/staff/tjackson.shtml

You can read a review of Tim’s latest book – “Prosperity without Growth” here:

http://www.guardian.co.uk/books/2010/jan/23/properity-without-growth-tim-jackson

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 Thanks for reading this post – Paul Sparks, Sales Effectiveness Australasia.

“Taking you beyond sales training and keeping you informed about the latest ideas, trends, innovation, research & best practice in professional selling and sales management”

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Why salespeople must look to India & China

by Paul Sparks on July 25, 2010

I’m a middle-aged white guy who lives in Australia.

In my lifetime, the focus for trade and cultural exchange for Australia has shifted from the UK & the US to, firstly, Japan, and now more widely to other parts of Asia.  China, India, Vietnam, Indonesia and other Asian countries now play a role of growing importance in our lives.

China is Australia’s largest customer for resources.  India supplies a growing skilled workforce for many businesses – large and small.  Our universities are graced by the presence of many students from all parts of Asia.

Intuitively, we know that the rise of Asia will continue.  But how fast will the rise of China and India in particular be?  And what might this mean?

Hans Rosling is a professor of global health at Sweden’s Karolinska Institute.  His current work focuses on dispelling myths about the so-called developing world.  One way he does this is through the engaging use of statistics.  Here’s a talk Hans gave recently at a TED conference where he extrapolates – to the day – the point in the future when China & India will emerge as being financially and health wise the equivalent of the current economic giants.

Watch it – be intrigued by his delightful use of statistics – then ponder the implications for your sales future.

Find out more about Hans Rosling and his work here:

http://en.wikipedia.org/wiki/Hans_Rosling

And have a look at Gapminder – where you can access the software Hans uses in his presentations:

http://www.gapminder.org/

Thanks for reading this post – Paul Sparks, Sales Effectiveness Australasia.

“Taking you beyond sales training and keeping you informed about the latest ideas, trends, innovation, research & best practice in professional selling and sales management”

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Defining and achieving measurable sales success using a mega planning approach

by Paul Sparks on July 17, 2010

What makes us successful as salespeople?

Is it simply the attainment of sales budgets and targets?

Or are there other elements which are critical to our long term success?

Dr Roger Kaufman is considered to be one of the most influential figures in current educational practice and design, and has been a leader in the area of performance improvement for over 40 years.  One of his key contributions to the field of performance improvement has been the concept of “Mega Planning”.

As salespeople we have a responsibility not only to “make the sale”, but to ensure that our sales work contributes to the overall health and well-being of our wider community (which now, of course extends globally and beyond).  Kaufman’s Mega Planning Model is a simple tool which any sales person or sales leader can use to ensure that their actions are measurable at all levels of interaction.  This article will outline some key elements of Kaufman’s Mega Planning model – and then apply the model specifically to the world of selling*.

But first here’s a quick quiz to see if Mega Planning is for you:

  1. Do you care about your success?  (If no – sorry, but we can’t do anything for you.)
  2. Do you care about societal well-being and adding value to the world?  (And if you don’t – who will?)
  3. Do you care about your organisation’s success?  (If you don’t – please rethink the importance of your partnership with your organisation.  You can do better if you work together.)
  4. Do you care about the usefulness of what your organisation delivers to its outside clients and society?  (This is the key to success for your organisation – and consequently, for you.)
  5. Do you care about the quality of what you deliver to clients?  (Again, the success of yourself and your organisation depends on this.)
  6. Do you care about the quality of that which gets produced by your organisation?  (You should.)
  7. Do you care about operational efficiency and compliance?  (This is important, too.)
  8. Do you care about the availability and quality of resources?  (You need them to succeed.)
  9. Do you care whether your organisation meets its objectives?  (If you don’t –then this process is not for you.)
  10. Are you concerned with the value or worth of what you did and how you did it?  (Again, if you don’t, this process is not for you.)

If you answered yes to questions 2 to 10 – a mega planning approach is for you.

If you didn’t – no problem – please read the rest of this article, and consider the value of moving beyond being task focussed, to embrace a holistic view of your impact in and on the world.

Kaufman provides a framework to help achieve success in strategic thinking and planning.  Before reviewing this, and highlighting the importance of this framework for success in selling and sales management, here are three elements which need to be in place for such an approach to succeed:

  • A societal value-added frame of mind.  This assumes that organisations should be a means to societal ends.
  • A shared determination and agreement on where the organisation is heading – and why.  All those involved need to be in harmony regarding both purpose and the assessment of performance.
  • The use and consistent application of appropriate tools, resources and processes.  If we want to achieve successful outcomes we need to constantly and religiously review and assess the value and effectiveness of the tools at our disposal.

So – if you want to succeed – within a framework which embraces and assumes a greater societal good, what should you do?

There are 3 guides or templates which will Kaufman suggests can help you as you look to define, and then seek to achieve, organisational (and sales) success. Continue Reading…

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What sales teams can learn from Led Zeppelin & Wolfmother, or, why Boomer sales managers are a great fit for Gen Y salespeople

by Paul Sparks 16 January 2010

Formed in England in 1968, Led Zeppelin went on to become the highest selling rock act of the 1970s.  Although known for their hard rock sound, the band had a range of styles, and produced one of the most played acoustic songs ever written – the much loved (and loathed) “Stairway to Heaven”. If you’re [...]

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