Everything Starts With a Plan


This week I wanted to share something with you that not many business owners know about let alone do anything about.

After being in this business for nearly 10 years now, I have noticed a commonality in the  work I've done with clients. 

After literally training thousands of sales professionals in 100's of organisations I have discovered something about human 
behaviour that not many people get. 

This simple, but often overlooked idea if not addressed can cause huge amounts of money in wasted training resources. 

And it's this... 

Social Dynamics 

If you want to create behaviour change in any organisation, you MUST enrol the key influencers in the decision making process. 

Part of this is actually having the skill to recognise these people in a team. 

And more often than not, it isn't your managers. 

It can be the quiet achievers, the members of your team who don't say as much. 

The ones that when they speak everyone takes notice - that's often a good indicator. 

If you bring these people "into the fold" at the front end of a project, effectively bringing them into the design phase of the project, the effectiveness of the program will skyrocket. 

In the absence of this you may still get through to some but you won't get the same level of compliance. 

This is why every program that I run with a new client starts with a strategy day with the key influencers in the team. 

Once these guys are on the program and behind the new strategies, everyone else falls into line and you are off to the races. 

There is a specific process I now use to make this happen that's literally taken me years to perfect, but if you simply ask for input from your most influential people, you will see a massive difference in the performance of your initiatives and projects.. 

Good luck with it.

Take care of yourself and the ones you love

John Blake 



John Blake has been in direct sales for the past 22 years. Over this time John has been a highly successful sales person, sales manager and business owner.

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