level 3 salespeople

Level 3 Salespeople

We all are SALES PERSON for some kind of Products or Services if we are in Business.

The much-required profession is SALES, through which revenue is fetched for the organization and hence the salespeople are paid handsomely.

But do you know What level of Sales Expertise you have?

Do you fall under the category of REACTIVE, PROACTIVE or PREDICTIVE?

What should be your next approach towards being a better version of the SALES PERSON?

 

It’s harder than ever to. Differentiate yourself in a market where almost all products or services look the same. People are also trying to reduce costs so they can win on price. But you can only discount for so long without spiralling into the pricing death spiral.

So, what can we do?

 

Let’s first walk through the 3 levels of salespeople (obviously, I want you to be at level 3).

 

If you understand where you’re at today and I can push you to Level 3 then pricing and competitive differentiation will melt away when you know how to do Level 3 sales activities.

 

Level 1: You solve a customer’s problem. You react to their problem and tell them how your product or service can help them. You’re reacting and responding to their problem – nothing wrong here.

BUT…

If we want to up our game, we go to Level 2. This isn’t about the client telling you what is wrong, this is about you identifying and highlighting a problem the customer has, making them aware, and then providing the solution. This is a more proactive approach. As a Level 2, you can see ahead and consult on options. This is where most of the best salespeople are.

 

If you want to get to the top of the top – what you want to do is anticipate the problem the customer is going to have and explain to them why they need to expeditiously make a move with your product or service. This is the true Consultative Mode.

People want for you to identify problems they’re having, but if you can anticipate a problem they have before it has caused any issues (revenue loss, unnecessarily high costs), you’ll gain their trust and confidence in you and your product.

Most companies are so focused on short-term results, they’re not looking at the long-term pitfalls. When you come in you have an objective perspective and you can zoom out and see a high-level perspective of where things are going for your clients.

 

This requires a little more research and thought on your part, however. You’ll have to understand:

  • Their product
  • What they’re offering
  • Their customer bases
  • The market (of your product and your client’s product).

 

Customers will stop seeing prices or differentiators. They begin to see you as that person who will guide them and become a partner in their business. Instead of a salesperson or supplier, you become part of their ‘team’. This is how you win in today’s hyper-competitive market.

 

https://www.linkedin.com/pulse/which-level-sales-person-you-alok-kumar

 

#business #sales #people #reactive #proactive #predictive #thebusinesseutopia

VUCA

What is VUCA?

What is VUCA?

The term VUCA has become very common in business and it’s probably never been as relevant as it is right now. The VUCA acronym stands for volatility, uncertainty, complexity and ambiguity and is used to describe situations that are difficult to understand, making it hard to predict the outcomes of any actions taken.

Simply put, VUCA is a way of saying, “Things are hard to understand and predict at the moment!” and while this sentiment is often true, VUCA can help provide some structure and clarity around the problems that an organisation might face. One danger of VUCA however, is that people use it as a way of avoiding planning and strategy by focusing on the idea that you can’t plan for a VUCA world.

Where does VUCA come from?

VUCA was first introduced as an idea in the late 1980’s by the US Army War College who used the concept to develop strategic leaders. In 1991, Herbert Barber officially used the term in his article in the Journal of Management Development titled, “Developing strategic leadership: The US Army War College experience.” where he stated that the college derived these ideas from the book of Warren Bennis and Burt Namus Leaders: The Strategies for Taking Charge.

In Barber’s article, it was established that the war college decided to use the VUCA acronym as a way to help their students (typically senior military officers) characterise the turbulent times they would face as they progressed into strategic roles. In military context, the acronym was used primarily to mark the early situation in Afghanistan at that time, which was hard to predict.

The idea of VUCA was soon picked up by the civilian community who began to realise that elements of VUCA also applied to the volatile markets and difficult conditions that businesses often face. The VUCA concept began being applied to boardroom discussions where it influenced decision making and was used as a method of understanding where there was a lack of predictability and so helping improve business performance.

What does VUCA (volatility, uncertainty, complexity, ambiguity) mean?

The four components of VUCA can be summarised as follows…

Volatility is about the increasing pace of change, whether that be in the markets, the industry or in the world in general. It’s clear that things change constantly and even the way that things change is changing. In recent times, this volatility has been magnified by both technological advancement and globalisation. It’s also noted that the more volatile the world is, the more things change and what is right today, may not be right tomorrow.

Uncertainty is about the extent that we can reasonably predict the future. We can’t rely on our capacity to identify what will happen in a business environment and the more uncertain things are, the harder they are to predict. It is becoming harder and harder to forecast what is going to happen and the likelihood of surprises has risen.

Complexity is about the many different and interconnected parts of problems that we face. The more elements of an issue or environment there are, the more difficult it becomes to analyse and come to a rational solution. Where things are complex, an action can have consequences that are not foreseen.

Ambiguity is about not having enough clarity regarding a problem to make an informed decision about it. Information may be incomplete, contradicting or too inaccurate to draw definite conclusions. Where there is ambiguity, you are facing the unknown with a lack of clarity, no simple answers and multiple layers to problems and the current situation.

How is VUCA useful in a business setting?

Developing a good understanding of VUCA can help modern leaders better appreciate the rapidly changing landscape in the current business world and the challenges that leaders face. It’s important that today’s leaders understand the expectations placed on them and to ensure they have the abilities and mindset to adapt to these challenges. These leaders need to be adaptable and have the appropriate mental and emotional skills to manage uncertainty and risk.

Aside from helping prepare leaders, VUCA can act as a checklist of the key factors an organisation should be considering with their decision making. It gives some clarity about the issues faced and helps to focus on the knowns and unknowns in the context of business challenges faced both internally and externally.

A useful checklist is the VUCA Matrix, which was developed in 2014 by Nathan Bennet and G. James Lemoine and published in a short article at the Harvard Business Review. It demonstrates the four VUCA elements working in relationship with each other.

This matrix is a useful guide to help you identify, get ready for, and respond to events in each of the four VUCA categories.

Why is VUCA important?

VUCA provides a model that helps people understand the reality of the challenges faced by businesses and organisations that they may feel they have little control over. It helps them to understand that the VUCA world is a common factor in both life and business, so learning to navigate them is crucial to long term success.

VUCA will always impact the decision making process for organisations and the people within them. It will affect how they make plans, manage risks, adapt to change and solve problems. We can’t necessarily rely on the old methods of forecasting and planning and so need to adapt our methods and approach these issues in new and creative ways. It helps us to devise plans that are able to adapt to constant changes and flex where flex is needed.

Ultimately, VUCA helps us to realise that old ways of working cannot be relied upon and to succeed in a VUCA world means being agile and having the ability to adapt to the changing winds. Our journey is not always going to be linear and there has become a real need to live in the moment and change when needed.

 

Trainer Bubble provide an e-learning course that helps develop your employees knowledge and understanding of VUCA. Visit the link to find out more. You can also explore VUCA in unison with other useful tools with our VUCA, Agile and Scrum e-learning course.

 

 

Courtesy Andrew Wood

 

 

 

 

WhatsApp Image 2022-05-18 at 11.43.46 AM

What is Industry 4.0 ?

WHAT IS INDUSTRY 4.0?

We are hearing these terms often now like Industry 4.0, web 3.0, Quality 4.0 etc. and all these sounding like the names of tech sci-fi movies. In this article, let’s see what Industry 4.0 actually is on a macro level.

In fact Industry 4.0 refers to the 4th Industrial Revolution, a phase in the evolution of industries specially manufacturing and supporting processes.
We have had three Industrial Revolutions in the past, the first happened during the 18th century, with mechanization.

The Second Industrial Revolution took place around the early 20th century with advent of automobile industry with improved manufacturing processes and assembly lines.

The Third Industrial Revolution took place in the 1960s and 70s with more use of computers and related implementation of digital technology.

Industry 4.0 really started to take shape in the 2010s, as computers became more powerful and the internet became more interconnected than ever before. The main change was the introduction of the smartphone (The iPhone 3G in 2009), as it brought exponential development of applications which could link devices, and the widespread use of Bluetooth and wireless technology.

These days, the term Industry 4.0 is commonly used as a buzzword for smart manufacturing, and supporting smart processes by interconnecting and integration of the processes for simplification by using the exponential technologies.

The main idea of Industry 4.0 is to create a well-rounded and holistic ecosystem for manufacturing processes, technology and applications. This idea of smart manufacturing will revolutionize how products and services are developed, processed, transported, retained, inspected and lead to more automation and less routine manual labour and resources.

The 9 core pillars of Industry 4.0 and its development are:

  • Big Data and Analytics
  • Autonomous Robots
  • Simulation
  • Horizontal and Vertical System Integration
  • Industrial Internet of Things (IIoT)
  • Cybersecurity
  • The Cloud
  • Additive Manufacturing
  • Augmented Virtual / Mixed / Extended Reality; Blockchain

The Fourth Industrial Revolution is extremely relevant and increasingly important for a multiple reason. It represents the next wave of technology driving efficiency across all operations not just in manufacturing but transactional and service processes.

Failing to adopt the new technology of Industry 4.0 will cause organizations to fall behind, competition.

In technology strategy, the “second half of the chessboard” is a phrase, coined by Ray Kurzweil. Many of us know the wheat grain and chessboard story…In that While the number of grains on the first half of the chessboard is large, the amount on the second half is vastly large Organizations need to assess industry 4.0 readiness and act fast and act fast.

Is your organization industry 4.0 ready?
At what level you are?
Is your technology strategy aligned to industry 4.0?

 

#lean #leansixsigma #IIot #AI #AR #Metaverse #Indusry4.0 #virtualreality #thebusinesseutopia  #ability #foresee #start #jouney #destination #consistancy #persistence #business #businessgoals #success #entrepreneur #businessowners #businesssimplifiedsuccessamplified #learning
#successmantra #successfactors #successmindset #successtips #businessownership #entrepreneurs
#businesscoachingbyalok #smallbusiness #entrepreneurship #startup #marketing #money
#socialmediamarketing #socialmedia #marketingstrategy #digitalmarketing #startups #sales #people #strategy #businessdevelopment #growth