Like me, you may sometimes wonder why people make the decisions that they do, and I think the well known NLP presupposition covers this incredibly well – The map is not the territory. Essentially, our own internalised perception of the World is only the way we have recorded a situation and need not be the same as somebody else’s recollection. I think this helps to at least begin to explain the initial assertion of the decisions we see being made that perhaps don’t always make sense to us.
What prompted this thinking is the fact that the sales arena is a very complex one – often onlookers would say that selling is selling! However, there is much more to sales than might at first glance appear to be the case, but is this just my MAP?
It is really easy to become drawn into making sweeping statements about people who come from a certain background in sales as being unsuitable for a new and apparently different role – for example, a sales person who has spent a long time in a small company might be overlooked for a sales job in a large corporate organisation, and of course vice versa. This does not necessarily need to be the case. In fact in my experience I have witnessed many successful transitions from small business direct sales to large corporate indirect sales and the same in reverse.
So why does this occur? That’s difficult to say, other than to suppose that experiences have dictated for some people that the experience has been unsuccessful. Perhaps a deeper investigation into the individual’s skills and flexibility, through objective assessments may have uncovered this, and the mistakes may have been avoided and the perception changed.
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Published by Graham Bunting
I am a highly experienced, energetic, persistent and innovative senior sales professional/sales leader and coach with 25 (plus), successful years of sales and leadership experience, developing and managing sales teams and winning new business with and through partner channels to deliver profitable revenue growth. My default approach is one of clarity, support, openness and flexibility.
I am by nature inquisitive and enquiring and whole-heartedly embrace technology that enhances our experiences. Fun is an incredibly important element of work/life for me, so whilst I am deadly serious about the business of business, I do like to work in an environment that is fun to be in.
I am very much a people person and fundamentally believe that it is the people in an organisation that make it a success or otherwise.
I thrive in teams - creating, developing and galvanising individuals into coordinated teams is my forte, and I love a fast-paced dynamic environment too, where great people challenge and ultimately deliver high-quality results for demanding customers.
I am a passionate advocate for the customer, and hold a firm belief that in the customer economy, World-Class performance is 2table-stakes" to retain (and grow) the customer base. If we get it wrong, we say so quickly and act to rectify it.
I consider myself to be a catalyst – connecting and coordinating people and opportunities. I am a motivator and inspire people to be the best that they can be through coaching and mentoring.
One of my favourite "quotes" is
Life's journey is not to arrive at the grave safely in a well-preserved body. But rather to skid in sideways, totally worn out, with a beer in one hand, shouting "Whoo, what a ride!!"
Views here are 100% my own. https://grahambunting.com/findme/
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Graham Bunting -The Catalyst 