Gästeforum » When we fully

It's a rainy afternoon on a typical mid week afternoon and the telesales team isn't firing on all cylinders. Cedric really isn't pulling his weight at all. He's been pushing papers around his desk for most of the afternoon and is having a miserable time. His sales figures are below target Wholesale Nike NBA Jerseys , his call statistics are below average and he knows that winning the lottery is as likely as him turning it around before the end of the month. John the sales manager also knows that Cedric isn't performing and decides to run a coaching session with him to try and sort things out. So far so good.

John and Cedric sit down and start to chat. John has read a few books on management and he knows that it's important to empathise and listen to John. After a bit of preamble and a few good questions the two of them actually begin to get quite honest with each other. We pick the conversation up about here?

C: "Well you know. I guess that I'm just not reaching enough new clients."

J: "OK. I respect your honesty. What do you think that we could do about that?"

C: "Well I don't think that it's a case of we, I guess that I am just going to have to reach them aren't I."

J: "Do you mean more cold calling?"

C: "I suppose so."

J: "We mentioned earlier that you need to get 5 visits a week. Based on your ratios how many calls would you need to make to get that?"

C: "25 contact calls or thereabouts. Sometimes a bit less Wholesale NBA Jerseys Cheap , sometimes a bit more. 30 to be on the safe side I think."

J: "Can you do that?"

C: "Yes. I have to don't I or I'll be back in here. We don't want that!"

J: "No, we don't. Are we agreed that's what you need to do then?"

C: "Yes."

J: "Do you need anything else from me?"

C: "No that's fine. Thanks John."

Fairly common conversation from my experience. John feels pleased that he's helped out and Cedric returns to his desk knowing what he has to do. In most cases I would suggest that he probably does intend to do it. Cedric might even get on the phone and manage to make the calls for a few days but reasonably quickly it all falls down. Why?

As human beings we are driven by our emotions not by our willpower. I'm going to say this again because I think it's worth saying; as humans we are driven by our emotions not by our willpower. Just think about it for a second. Has there ever been something that you wanted to do Wholesale NBA Jerseys Free Shipping , something that you rationally planned to do, something that you knew you knew you ought to do but then Wholesale NBA Jerseys From China , for whatever reasons, when it came down to it you just didn't do it? Of course there has! Good examples might be dieting Wholesale NBA Jerseys China , flossing, cleaning the house Wholesale NBA Jerseys , going to the gym and telesales!

Let's say for example that you know that you need to floss every day. After visiting the dentist you sit down and decide to do it. For a few days you floss but as time passes you start to become less consistent until you don't floss at all. Now there will be those of you who did floss and are saying to yourselves, "Well that's not right Gavin Wholesale Jerseys Cheap , I do floss!" Think of something else then. There will be something. Most of the time our internal representations decide how we feel irrespective of what our conscious brain has decided. What about smoking? How hard do many smokers try to give up yet their emotions constantly overpower their willpower?

Cold calling and telesales are much the same. Many salespeople know that they should be cold calling on a daily basis but when it comes down to it they make excuses and do something else. They may even end up feeling really bad about this (or not in some cases!) but it doesn't make a jot of difference! Ultimately we are driven by our emotions not by our conscious willpower. We all have our own internal constructs of the world and we act in accordance with them all of the time. Our feelings and our behaviours will always be in accordance with our internal construct.

"So what's the point then Gavin if we can't take conscious control?"

Great question! A little bit negative (we'll talk about that later) but great question none the less. When we understand, control and choose what happens inside we take control of the world's most super computer ? our brain. If you have read personal development Wholesale Jerseys Free Shipping , NLP or motivation books you may have seen explanations of logical levels similar to the one below. I think this is the best way of explaining, understanding and controlling our internal construct and representations.

Identity

Beliefs

Feelings & Emotions

Behaviour cold calling face to face presenting

Results

When we fully understand where our internal construct comes from and how it was formed we can start to examine whether it is supporting us or not. If it's not then we can change it. After all Wholesale Jerseys From China , it's yours to change!.

Let's go back to John and Cedric for a minute. When John originally speaks to Cedric what is it that Cedric is doing that attracts John's attention? Primarily it's the fact that he's not getting good enough results isn't it! As you can see we are right at one extreme of the diagram. John will probably already have noticed that Cedric hasn't been making enough cold calls. This would be at behavioural level wouldn't it. Indeed, if John is particularly perceptive he may even think that he knows how Cedric is feeling. This wouldn't be correct as we can never really know what someone else is thinking even if they tell us!

I'd like you to think of typical management coaching session such as the one above between John and Cedric. At what level did the management coaching take place? Mostly at the behavioural and results levels wasn't it. How many calls Cedric needs to make linked to his historic ratios. Solid management and the way most management is done but what about the pe
Inflatable Kayak Review - The Best Chea. Cheap Jerseys Cheap Jerseys Online Cheap Jerseys Free Shipping Cheap College Jerseys Wholesale Cheap MLB Jerseys Online Cheap New NHL Jerseys Cheap New NFL Jerseys Cheap NBA Basketball Jerseys Cheap NFL Football Jerseys Cheap NFL Football Jerseys