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February 21, 2024

The Trait Every Sales Manager Should Prioritise in Hiring

Sales managers dedicate so much of their time to the hiring process.

And you have a laundry list of traits that you look out for. Your ideal candidate must be a great communicator and have mental resilience. They need to learn quickly and adapt to situations.

There’s so much to look for that things can get confusing.

Unfortunately, that confusion can lead to hiring people who aren’t cut out for the role.

Life would be so much easier if there was just one trait that acts as the perfect predictor of success.

That trait does exist.

And it supersedes any trait that you might think about when you’re hiring.

So What is it?

It’s a really simple trait and you can usually see it from the moment someone walks through the door.

I’m talking about optimism.

That positive mentality is so important when it comes to sales. Someone who has a positive mindset will always look for ways to solve problems.
They won’t bemoan the issue or let setbacks grind them down.

Instead, optimistic people are always eager to learn so they can achieve better results.

And there’s science to back this up.

Dr. Martin Seligman is a researcher at the University of Pennsylvania. He crafted an Optimism Test for MetLife to help them with their hiring practices for salespeople.

MetLife ran the test alongside their traditional sales aptitude test.

His analysis showed some shocking results.

In the first year, those who aced both tests performed 8% better than those who only showed an aptitude for sales.
The second year saw that figure jump up to 31%.

Even better, Dr. Seligman convinced MetLife to start hiring people who only passed the Optimism test.

After a little training, those hires started outperforming the pessimists who had sales aptitude too!

At Frontier Performance, we’re always looking for ways to help you improve your sales performance.

Why not see if you’re eligible for a free sales training session with us?
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December 22, 2023

Myths and Theories About Success

Let’s first dispel some myths and theories about success.

We have all been told:

• Hard work will always pay off. Sorry, hard work alone does not guarantee success. At a higher level, everyone works hard. Then there’s the problem of working hard at the wrong thing. That can actually set you back.

• Stick to the same process. Sorry, sometimes your processes – be it in sales, or sport – need an upgrade, and so does your mentality. Just like the upgrade of an operating system for a computer. Doing the wrong things repeatedly can ruin your sales mentality.

• Keep practising and you’ll succeed. Sorry, if you keep practising mindlessly, without strategy, structure, and awareness, it’s probably the fastest way to fail. This applies to sport as well as sales scripts and dialogues.

So, what’s the right way to improve? To get unprecedented success?

Let’s reframe the statements above:

• Review your processes and look at new ways to improve.
• Work hard to implement new processes and ideas into your routine jobs to find a new and more successful way forward.
• Practise is imperative to improving. However, the quality of your practise is often more important than the quantity. We all know success is a state of mind.

But what most salespeople and even sales directors and business owners don’t know is that there are two states of mind needed for practise to be able to apply what you have learnt.

• The training mentality – technical focus.
• The trusting mentality – flow focus.

Unfortunately, most learning is done with the training mentality – the grinding, repetitive work until you can remember your lines, like rote learning from school days.

It’s no wonder that salespeople get bored, as the training reminds them of the classroom.

In the trusting mentality, you learn to let things happen.
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November 24, 2023

Adapting to Change

You May Need to Change Your Behaviour

Conor didn’t alter his behaviour at all for the Khabib fight (2017 fight)

He faced a brand new challenge and he just stuck with what had always worked.

He even stuck with those behaviours even when it became clear that they weren’t working.

Conor’s lack of emotional intelligence in this situation came back to hurt him.

He wasn’t self-aware enough to look inward and recognise that he needed to do things differently.

That meant he just doubled down when his behaviour didn’t get the desired result.

He couldn’t confront the reality of the situation, which meant he couldn’t adapt to it.

Salespeople are often guilty of the same mistake. You may stick to certain scripts and processes that worked before, even if they’re not working now.

The reality is that you need to change your behaviour to adapt to a new situation.

This takes a lot of time, but it all starts with having the emotional intelligence needed to confront the new reality.
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November 21, 2023

How Chaos Drives Sales Performance

How structured chaos is the only way to accelerate your results!

Success often relies heavily on our ability to embrace discomfort and thrive in chaos 🎢🔥

The journey towards achieving our goals usually begins in the comfort zone of the status quo 😴🏡

This is your familiar zone. You’re rarely challenged here, emotionally, mentally, physically or spiritually.

However, true growth and development start when we step out of this familiar space and confront challenges that disrupt our routine 🧗‍♂️🌪️

Rather than retreating to the safety of the known, embracing these challenges reshapes our comfort zone, fostering resilience and growth 💪🌱

It's essential to understand that this process is a critical aspect of adapting to changes and excelling in sales or in life. 📈🎯

If you’re looking at 2024 as the beginning to change your position, your life, and your results, then the first step is to contact me - CLICK HERE to book a call.

Transform challenges into opportunities 🏆💡

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October 16, 2023

How Do You Build a Winning Mindset?

Where do you start?

Do you believe in the transformative power of identity?

It's more than just changing behaviour or acquiring new skills; it's a fundamental shift in how we perceive ourselves, our roles, and our capabilities.

In professional sport its easy to see dysfunctionality.
The All Blacks had it in 2007.
Manchester United are still there

Listen to the language it leaves clues.

Is it possible that our self-concept holds the key to unlocking our true capabilities?

Identity transformation is rooted in the belief that lasting change begins with a change in one's self-concept. It involves redefining who we are, our values, beliefs, and self-image. This process is not superficial; it's a profound shift that goes beyond acquiring new knowledge or skills. Instead, it reshapes our very core.

The transformation is easy to see in professional teams such as the:
The All Blacks
The Chicago Bulls when Michael Jordan was playing
Manchester City
The Fijian Rugby team
Tottenham Hotspurs

Transformation is not for everyone, as at the root is the willingness to endure pain and long periods without progress, but a steely resolve and belief that transformation will happen. As they say, it’s a stake in the ground, which everyone agrees is not negotiable.

For CEOs, sales directors, and salespeople, the takeaway is that focusing solely on skill development may not suffice when driving change within an organization. Instead, consider these steps:
1️⃣ Initiate Change by identifying willing individuals.
2️⃣ Enhance Identity by helping people see themselves differently.
3️⃣ Develop a Clear Vision aligned with your goals.
4️⃣ Execute a Game Plan with discipline.
5️⃣ Embrace Feedback and view failures as opportunities.
6️⃣ Measure Results using data and adjust as needed.

When individuals embrace change at their core, they open themselves to new possibilities and opportunities. It fosters resilience and adaptability in the face of challenges.

Focusing solely on skill-based training may not lead to meaningful change. Instead, leaders should consider how they can shape the identity and mindset of their salespeople to align with the organization's goals and vision for success.
Why not have a conversation about this if you want to develop a high-performance team?

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October 11, 2023

What Makes You Tick?

What motivates you to do what you do?

Curious minds want to know: Why is Psychology so central to our training programs?

When we talk about psychology, we're talking about your mindset—the key to achieving your goals, happiness, resilience, focus, learning new habits, getting rid of old ineffective habits, dealing with rejection, etc.

I am sure that if you had the training and support to manage your emotions effectively your results would be far different.

Are you nurturing a growth mindset that fuels your progress?
Or are you stuck in a fixed mindset that limits your potential?

At the end of the day examine your results to examine your mind's thinking.

The three crucial areas to success in any field.

🧩 Psychology: The Mental Mindset
🧠 Brain: The Organ
🌟 Mind: Where Experiences Shape You

Your mind shapes your actions, and your brain powers them.

The key takeaway? Your mindset matters. The actions you take are from your mind.

This is our distinctive approach. We empower individuals to cultivate a growth mindset—a mindset that fosters resilience, adaptability, and a thirst for continuous improvement.

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September 26, 2023

Overcoming Negativity in Sales

Why your mind plays a significant role in shaping your perceptions when encountering setbacks.
Why is it that the moment something happens to upset our mindset we default into worst case scenarios?

It's no secret that we tend to think negatively.

But why is it that as salespeople, we often find ourselves fixated on the obstacles, rejections, or worst-case scenarios?

Understanding the causes of our negativity and making wise use of that information are more important than simply keeping an optimistic mindset.

When we are aware of the bias towards negativity, we are better able to view challenges and losses as opportunities for growth in ourselves.

There are a couple of questions I use to change my thinking quickly when deals aren’t closing or I’m not getting appointments and those questions are”
“ What can I learn here?”
“ What do I have to change, improve here?

Then I either talk to a person on my team or write the answer down.
I will not ask those questions of myself if I can’t do either of the two above. Why you ask?

Because I am now in problem-solving mode and need to get those solutions out of my mind to either see them or talk about them with someone.

You have a choice, you can look at what went wrong and adapt your strategies for future success rather than being demoralised by failure.

Moreover, recognizing this allows you to tailor your sales pitches to address your client's skepticism and concerns, building trust and rapport more effectively.

Download the 7 Psychological Mistakes eBook.

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July 10, 2023

Professionals vs Juniors: A Deep Dive into the Differences | Business & Performance Psychology

What’s the difference between Professionals vs Junior’s?

I was sitting down with a friend at the United Cup here in Sydney watching 2 tennis players battle it out over 3 hours and his comment was “ gee that match took a long time, couldn’t one of them hit a few more winners and close out the match?”

This is a similar question to what I get asked by salespeople all the time about magic closing lines, a silver bullet, something that will work every time with every client.

I said to him if you want to watch flashy tennis just go to a junior tournament and you’ll see juniors hitting the ball harder and going for shots that just don’t make any sense, it’s like they want to make a highlight reel for a movie!

Professional tennis players play tennis like a game of chess. Never overplaying but testing the other player and looking to create an opportunity…strategy and patience are key attributes.

It’s funny the better they get at developing their mind the better they get at winning and improving their ranking.
Seems to go hand in hand.

It’s similar to high-performing salespeople. They do the fundamentals well and the art is their ability to read the client and situation and adapt at the moment… being present and adaptive.

You’ll find these sales-peoples level of emotional intelligence is at a higher level than the average salesperson who just grinds it out every day…

Would it make sense to find out what makes you tick?

Why not do our free Emotional Intelligence quiz, find out a little about yourself.