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February 12, 2024

Riding the Waves of Success: A Personal Reflection

Reflecting on the recent Australian Open, I couldn't help but draw parallels between the world of tennis and the challenges we face in our professional lives. The spotlight revealed a stark contrast between players who thrive under pressure and those who, unfortunately, succumb to the weight of the moment.

At the highest echelons of tennis, it's clear that the pursuit of Grand Slam titles transcends mere financial incentives. Take Sinner, for instance, who exudes calmness amidst the storm, contrasting sharply with Zverev, who lets unhelpful emotions derail his journey to the final. It's a pattern we've witnessed before, notably at the US Open, where pressure got the better of him despite holding match points.

Now, let's shift our focus to the corporate arena. How often have we witnessed sales professionals acing training sessions, effortlessly navigating tricky client questions, only to falter when face-to-face with clients?

So, what's the remedy?

There are two schools of thought on addressing this challenge.

1️⃣ The Traditional Approach: Imagine a traditional business diligently training its sales team, equipping them with scripts to address every objection. Yet, let's consider a scenario where a seasoned salesperson faces an unexpected client curveball. Despite the extensive training, they stumble, struggling to regain composure. This approach raises the subtle question: Why do businesses employing conventional methods often find it challenging to achieve sustained growth?

2️⃣ The Empowering Approach: Now, envision a transformative strategy embraced by a forward-thinking company like Apple. Beyond rigid scripts, Apple taps into the intrinsic motivations and creativity of its employees. This approach not only fosters resilience but also sparks innovative solutions to unforeseen challenges. It beckons the question: Why does Apple continue to grow, creating meaningful change, while many businesses struggle to break free from conventional molds?

Now, consider the crucial role of organizational and personal values in this growth journey. Hard values such as revenue, growth, sales, and profits are undeniably important, but they are interwoven with soft values that drive them.

Approach number one often falls short in addressing this critical aspect. Traditional training tends to focus solely on hard metrics and sales techniques, neglecting the foundational elements that drive long-term success. The transformative approach, however, recognizes the significance of values, both organizational and personal, fostering a culture where employees understand their intrinsic motivations and align them with the company's vision.

Yet, the conflicts between organizational values and personal values are not just abstract concepts—they have tangible impacts on business performance, culture, and employee well-being.

Which method do you favour?
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December 15, 2023

High Expectations?

If anyone watched the Federer v Anderson match in Wimbledon, they would have been stunned at Federer losing when he had match points in the third set to close out the match

Afterwards Federer said he was not physically fatigued, but rather mentally struggling. He stated he was unable to create more opportunities.

As one of the most creative players that ever played the game, this is one areas he never struggled with.

This comment indicates how he is feeling and his attitude towards dealing with pressure.

Many of you many not know it, but I would also say Federer this year has been playing with a bit of irritation.

He is not normally one that is impacted by external factors and is able to maintain a positive state.

After winning the Australian Open, something affected his normally calm self.

A few months after the Australian Open he started exhibiting abnormal behaviours such as arguing the ref and becoming frustrated with opponents - ultimately losing

It is interesting to note that he won two grand slam titles that year (2017) as well, when the pressure was of from the public and most importantly his own expectations were low.

He played with freedom to express himself and stunned the top players. He played as if he had no fear of losing, he was going to go for it no matter what… and it worked.

Come another year and now he is expected to win everything again. The pressure got to him without him realising it.

His team should have read the signs of this even in his playing style was different.

The lesson here is the one thing that people and especially sales people have to be aware of is: do not allow others to dictate what you should expect of yourself, even influence you regarding the type of goals you should be going for.

Be careful of people telling you this, especially people you don’t know. Take their good wishes in good faith but do not let them put pressure on you and do not let them influence

That is why is so important to be ware of how you are feeling about what’s going on with you. Feelings are often an indication something is not right.

If you are interested to find out more email or message me.