Motivation Change Growth & Responsibility: Create unrest in the company!

Do you know the story of the quarry where one man was breaking stones in despair, another struggling to earn a living? Family earned and a third happily conveys the feeling of helping to build a cathedral? On your own Motivation and responsibility counts - and causes unrest successfully.

The view determines the result

All three masons are right and yet feel all different. How we see and describe a situation affects how we feel inside. We can view an activity as a necessary evil, or as an opportunity to learn something, or even as a challenge. Now what is the sales wisdom in it?

One of my customers sells services such as catering and building cleaning mainly to hospitals. This is where its core competence lies. It employs about 5.000 Employees and works with around 200 clients. Only five work in sales Seller.

Good salesmen are vital

The books on the subject (advertising)

In purely mathematical terms, each seller is responsible for 40 customers. These 40 customers then represent around 1.000 employees in-house Companys. The realization of this numbers game: If one of these salespeople does not achieve a top performance because they may share the attitude of the first two bricklayers, then around 1.000 jobs are attached to them.

Behind the 1.000 workers are the families who are in charge of each Income life! Let's just calculate here that the father is employed in this company and the Ms. and two children have to live on the monthly earnings: 1.000 employees times four people in the family results in 4.000 people, who are at stake here.

What are you responsible for?

A seller is in this Projects responsible for the living conditions of 4.000 people. I have experienced myself that customers have decided in favor of a competitor and the service provider “just” gave 90 notices! Only ONE (1) seller who delivers a run-of-the-mill job, does not protect his regular customers against competition and does not acquire new customers: terminations!

Have you ever seen this on account prepared for your responsibility and consequences in your sales activities? It is worth it! You will see some things more clearly and become stronger in your actions focus!

Differences between big and small companies

Discounts for your success (advertising)!

For many years I was an external trainer, Adviser and Coach on the move in companies. Every week I was able to compare: the difference between small, medium and large companies. In corporations and large companies, the employees were mostly busy with themselves: restructuring, works council, power, hierarchies, who with whom again what ...

The market that Customer and competition were always secondary. That has always impressed me. Negative of course! How can a company neglect what is by far the most important thing?

Success factor agitation

One of my employed trainers worked on a project for six months at a car manufacturer's plant. He said you could lay off half of the people in your department without affecting productivity. Oops ...

But now this is about one Success factor... It's called “unrest”! You need to be yourself and yours Team, keep your company in turmoil so that you do not deal with trivialities and trifles! If there are no challenges from the market, if the competition leaves you alone, then you have to artificialize yourself Resistance create. How? Ambitious goals and permanent actions!

When do companies go under?

When does a kingdom fall? In times of war or in times of peace? When is a king or emperor overthrown? When is there unrest among the people? Only in times of peace! Then the kingdom is busy with itself, then it has time and Energy For something like that.

A king only ever loses your kingdom in times of peace! Conversely, this means that you are always causing internal unrest!

Pull it over!

My team and I have moved every two years for the past 15 years. Eight moves in three buildings. That feels good! Each time, seating arrangements, cabinet contents, stocks, team compositions are questioned and reconsidered.

It's a bit like the basement aufräu financing Or clear out the garage. It is also said: the more things you have, the more things have you. Believe me: after such a measure you will feel better.

Challenge your team!

It's not about moving. It's about the ritual. The change.

As a sales manager, I advise you to always keep your team with one for six weeks SALE or a short term Objective to challenge properly! Attack! Two weeks of regeneration then follow before the game repeats itself. Remember: no peacetime!

Examples of actions: product launch, customer recovery, new customer acquisition, price increase and so on. Be creative and cause trouble!

Example Würth

Würth has 400 individual companies. Why? Well ... partly to compete with your own company. If the natural competition does not attack, then Würth creates the unrest itself through a subsidiary! Attack!

When does a muscle grow? When he has to overcome an unfamiliar resistance. After that he adapts. growth. When does one develop? Personality to greater strength? After a big Crisis. Growth. Always remember: A king loses his kingdom in peacetime!

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