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You’ve heard about multicultural societies and groups, but have you thought about multicultural individuals and what they bring to organizations? Multicultural individuals — such as Chinese-Canadians, Czech-British, or Arab-Americans — commonly think, perceive, behave, and respond to global workplace issues in more complex ways than monocultural individuals.
Some multicultural individuals translate these differences into career success.
by Matthew Dixon and Brent Adamson
What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades.Based on an exhaustive study of thousands of sales reps across multiple industries and geographies,The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance.Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale.The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.
We’ve all heard the stats that claim four out of every five businesses fail. That’s a lot of people’s dreams that are being thwarted every day. A big problem for many startups and smaller companies I work with is the void that exists between the founders’ vision and their capacity to make it a reality.
What do vision, mission, and strategy mean to you? Which comes first? I always stumbled with these simple, but powerful words until I saw this little illustration.
Most startups and small businesses put all their initial energy and focus on developing new products, searching for new markets and growing their business.
There are very few who believe that running a company to it's maximum efficiency in the initial phase is fundamental to achieve overall success.
