Navigate without knowing
The Sales Conference 2021 concluded that there is a 90% gap between current skills and market demand.
We don't know that we don't know. I say that is the biggest challenge.
Well, that might be difficult to grasp. So it's worth exploring further. It will take some time, please be patient.
Keeping track of what's going on is getting difficult and more time consuming.
This newsletter will help you.... end up knowing more.
We do know things, but given the rapid changes we can expect the gap to increase.
Would you build and operate your business relying only on tips from experts?
No, I didn't think so. Well, there are quite a few in the business of giving tips.
You might think that you know more now, thanks to great surveys and conferences. It helps, yes it does. But will it give you everything you need. No, definitely not.
You will have to find a strategy that's not based on information or knowing.
Let's create a new possibility for ourselves. I say that the way you look at the world will define the possibilities you see.
Can you imagine how it would feel to lead your business, knowing less, and still being confident. That would be great, right!
Well, as long as people are involved in business, there is a law we can apply. It has the power of shifting your way at viewing the world. It's called The First Law of Performance*.
How people perform correlates to how situations occur to them.
I discovered this 2009. At that time it was clear to me. But from time to time it seems a bit abstract. Let me explain.
The First Law answers the question, "Why do people do what they do?" Although there are countless books, theories and models on this topic, most provide explanations but don't directly alter performance. The First law, on the other hand, gives a leverage to capitalize on. Consider that when we do something, it always makes complete sense to us. On the other hand, when others do something, we often question, "Why are they doing that?" It doesn't make any sense.
To me cold calling is such a behavior. It's a sign of not knowing.
The way I view the world, good relationships are essential to business.
Given that the LinkedIn network already has relations. Relations that connect the members.
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It's a complete waste of time not using the relationships and trust when contacting another person.
But if we got into the world of the person, making the cold calls, and looked at how the situation occurred to him/her, we would experience that the same action that we were questioning were the correct thing for him/her to do, given how the situation is occurring to this person.
Each person assumes that the way things occur for him/her is how they are occurring to another. But situations occur differently for each person. Not realizing this make another's action seem out of place.
Customer Value Orientation is the most important trend. 85 percent of respondents say this trend is critical to stay competitive in the future.
More than 1,000 executives answered a survey** and the results show that Customer Value Orientation – the creation of customer value and move from a seller-centric to a buyercentric sales organization – is the most important trend that executives will focus on in the next three years. Almost 9 in 10 say this is critical to stay competitive in the future.
What is the best way to move from a seller-centric to a buyer-centric sales organization?
Well, given the explanation, it would be a good idea to find out how the individuals, of your organisation, view the world of sales.
We will look further into how it it's possible to shift their view.
Leading to shifting the actions, and altering performance.
Now to something practical you can use immediately - LinkedIn analytics
This is a minicourse on the Topic: How are we doing? The minicourse distinguishes common behavior and compares with successful behaviors (by discovering the analytics).
The next article on this topic is
Sources:
* The Three Laws of Performance, Rewriting the future of your organization and your life. Steve Zaffron & Dave Logan
** THE FUTURE STATE OF SALES, Research report 2021 by Mercuri International. Written by Henrik Larsson Broman with support from Dr. Markus Ejen?s and analyst Elias Bayat
About the author:?Olle Lecknes speciality is LinkedIn expertise for business. He has gathered more than 10 000 hours of practical experience in networking.