OasisLMS

Duration: 47mins - As a result of joining this event, the participant will understand the importance of human behavioural preferences. How preferences impact effectiveness at each part of the sales cycle and how a better understanding of behavioural preferences improves performance and enhances team leadership and coaching.

Sales and Business Leaders

UK and International

How behavioural preferences impact sales performance. The importance of sales leaders understanding human behaviour? The "sales cycle" has many phases or activities, implying certain types of behaviour at different points of the cycle. For example, at times, one's behavioural orientation needs to be more "extrovert" and at other times more "introvert". The sales cycle also requires that a salesperson understands the need to have a client make thinking or feeling based decisions at different parts of the process. Thus a good salesperson needs to be very self-aware and manage their and their client's behavioural preferences to be most effective. The same is true for sales leaders. To lead and coach effectively, a leader must understand the behavioural preferences of their team. Mike will tell a story of a banking client whose 800 sales team was not performing as well as the bank wanted. The solution lay in understanding human behavioural preferences, but more of this from Mike.

How behavioural preferences impact sales performance of the individual and of the sales leader Knowing each person's behaviour strengths and weaknesses in order to coach and lead them effectively The importance of a good sales process that is linked to human behavioural preferences

CPD Points: Two (when attending live) or one (watching the recording)

Mike Visagie Mike has held senior business development and sales management positions in Europe and the USA. In 2003 Michael established and ran two telecommunication companies in the UK, which provided a wide range of technology to small and medium-sized businesses. At the beginning of 2008 Michael started the consultancy Open Minds, which has worked with clients worldwide designing and implementing bespoke training and coaching solutions. Mike combines his solid commercial experience with a broad education in Psychology and Behavioural Science.