This Leadership Session covers the following topics:
- Addictive Leadership
- Coaching for the Future
- Innovation in Individuals
- Humanity over Technology
There are limited places at each of these sessions so book early to avoid disappointment. Any questions, please contact Jennie Harnaman at email@example.com.
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We have as leaders most likely entered a workplace some 20 years ago and also most likely "fallen' into sales as a role and subsequent career.
We will have learned in styles and inputs from people who were drawing on experiences gathered in the 1970s and 1980s. However aware we are of this scenario we learn in a certain environment and that influences how we think and behave. It also influences the cultures and environments we establish.
Many leaders don't get the time to reflect on their personal journey and their current style, but if they did they are likely to find that they are operating an environment that worked for them 20 years ago, but not for current Millenials nor Gen Z employees.
In this element of the journey, we will support fellows and leaders on how to reflect on their addiction to the past and embrace a transition to the future that embraces the future employee, whilst increasing the engagement of current employees. Lead by world-renowned coach and leadership coach Jeremy Moore, we will navigate this sensitive yet important topic.
Coaching for the Future
At a recent event, I was asked how managers get better at coaching sellers. A question which I felt deserved an equally great question in response. "Please define coaching".
In short, the room fell silent as the answer wasn't clear. In this element of the C4 journey, we will start to discuss the types of coaching, which ones should be used and can be used to dramatic effect "If" focused on the individual, not the deal, not the business, nor a forecast, but the individual.
We will examine ways to build coaching programs that are not centered on sporting myth or fascination, but on individual behavior and development and have a real impact.
Paul Devlin and Cathy Ward have lived this journey and can point to highly effective areas of focus and impact.
Innovation in Individuals
Connected very much to the stream of learning which will occur around Humanity Over Technology, this area of debate and reflection will center on the key differentiation in your sales ecosystem - your people.
It will part company from other areas of the journey in that it will focus on how you set a culture for individual self-development and consequently align to the emerging thinking that lifelong learning is here to stay.
We will develop thinking around how organisational development and innovation is solely reliant on the innovation journey that individuals wish to embark upon. As a leader, I feel I would have benefitted from this thinking and insight over 15 years ago when trying to lead operational change across EMEA, I was blind to the styles of resistance and how they manifested themselves in people.
Being more aware of tools and platforms to seek visibility of people's appetite for personal change and development (innovation), before larger scales of change were embarked upon would have been very useful.
Humanity Over Technology
There is considerable talk and debate about how AI will replace salespeople. It's a scary and emotive topic, but one which when you scratch past the surface reveals a lot for consideration.
We don't have to fear that sales will be replaced by AI as AI can only replicate human, it can’t be human, and hence it can't connect in human emotions in order to close commercial opportunities. It can't build empathy, consideration and most importantly trust.
As trust remains over 50% of the reason as to why people reach a favorable conclusion in the buying journey it can’t replace sellers.
Technology can make sellers more effective and efficient. The most inefficient animal on the planet is a human, but it that human a bicycle and they are the most efficient animal on the planet, surpassing a condor.
Our challenge as leaders is seeing past our FOMO on sales tech and harnessing the correct ones that reduce wasted cycles and process and liberate sellers for more human interaction.
Constant Customer-Centric Change (C4) – Full Overview
Throughout the last year, the APS has been working hard to consider how we raise the level of conversation whilst increasing the depth of debate that our fellows can have with us as an association and with each other.
We believe that there are many factors which sales leaders need to reflect and consider and there are many trends that are accelerating to impact sales, such as globalisation, technology, urbanisation, and consumerisation.
Laid over these megatrends are a number of other issues that need reflection such as mental health and wellbeing of sellers, learning cultures, constant change and development, customer contention.
We believe all of these collide to a perfect storm if not considered and addressed and market leaders will address them first. We believe all of these subjects are constantly evolving and hence are launching the Constant Customer-Centric Change (C4) Programme.