Archive for November, 2010

Interview questions on motivation for salespeople

Over the past few weeks I’ve been talking to some sales managers over the type of questions to ask prospective salespeople. The questions on motivation were interesting because most candidates won’t be entirely truthful when asked “What motivates you?”

Motivation interview questions for Sales people

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Why do some people self destruct?

Like so many people in the UK I watched the student riots over eduction fees with concern together with a sense of a feeling that this might be the start of a series of such demonstrations.

However, what has got me thinking is the number of people who so obviously caused damage, assaulted police or threw missiles whilst being recognised through photographs and TV coverage. The consequences of this are likely to be prosecution, possible loss of their place at university and their future career affected. It’s interesting that in the near future this is likely to become their “personal brand image” as far as future employers are concerned.

Yet this type of behaviour isn’t restricted to overexcited students. I’ve observed people with excellent jobs fall into periods of self-destruction. Such as the employee at a rewards dinner who publicly told a joke (story) with a punch line insinuating that the Managing Director couldn’t distinguish his rear end from his elbow. (Whilst the MD laughed at the time the employee in question left the company within three months!).

So the question is why aren’t people more aware of their actions at the time? Or is it that our storyteller and the demonstrating student become embroiled in the excitement of the situation and the consequences of actions become lost until reflection afterwards? That they have no feeling for a “personal and future brand image”? Or is it that a “personal brand image” is easily changed?

Stephen Fry went to prison for a time and still managed to find success and perhaps some students will be taking comfort from his example this morning

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Your Invitation To The Executive Club

Most of my time, efforts and attention is taken up with working with restructured teams in larger companies and organisations.

However, so many smaller business owners and executives on my network list have contacted me for help that I want to make myself available to a select group of high quality business owners and senior executives  that I can mentor (all together) in a group consulting dynamic.

I’m proposing to identify a small group of high-performing, growth-minded, action-orientated small business owners and senior executives who ARE poised for AND deserve far greater success and prosperity. This invitation is for you to consider if joining this small group of dynamic individuals should be part of your business plan.

Once a month and every month for 12 months I would personally meet with what I’m calling the “Executive programme” – in London.

I will immerse myself, together with some selected experts and associates, in your key business issues, your challenges, your problems and (of course) your opportunities.

So what is the difference between this programme and others groups that hold similar meetings. The answer is the amount of individual attention your specific needs will be given. Together with the selected experts and associates  you’ll receive analysis, powerful recommendations and detailed implementation / execution recommendations – each month.

Your job and your commitment to us both, as well as everyone else in the group, is to ACT on the ideas, advice and guidance you receive from me, the associates, as well as all the other mentoring participants. You’ll report back on your results and we’ll work through them or build on them each session.

The problem (in the past) has been that this kind of exclusiveand private, “one-on-one” dynamic made no economic sense to either side. Private mentoring costs a significant amount per day.

Similarly for you to allocate the time each month that draws you away from work without having identifiable and tangible actions that produces measurable results is a waste of your time and investment.

But my thinking now is that the world of business is going through a revolution. Those that will survive and prosper are those that can identify, understand, map and manage their pathway to achieving extraordinary results. 

So instead of charging you a huge fee per day – I only want to charge a modest monthly tuition / mentoring fee from each participant of £1,200 plus VAT (minimum 10 months) or alternatively by paying a one time fee of £10,400 + VAT at the start of the period you can save a massive £4,000 over the year.

However, you need to consider this: If your business or career isn’t capable of ahuge increase in profile and income or it’s not desirable – you probably shouldn’t apply.

 I want to engineer the highest possible results for each business and person I accept onto the programme. I’m looking to increase your business brand, personal profile as well as earnings in those 12 months.

By giving the participants  access to the best people, information and tools – the results that each member in the group achieves should be extraordinary – maybe even outrageous.

So I invite those of you small enough to qualify – but big enough for it to make sense – to submit an original application in writing in your own words. Tell me about you, your business, your goals, hopes, dreams, frustrations, challenges, opportunities – and clearly demonstrate that you ARE serious about joining and that I should let you into this elite group.

I also request two references, who will verify and confirm your ethics, industriousness, directability, past performance / achievement history and desirability to be part of the group.

If you’d like to apply, get your application, along with references, to me by 26th November 2010 to . That’s examine and choose the most desirable and motivated candidates to accept.

Applicants will be contacted before the second week of December with notification when I will arrange a 1:1 meeting or conference call to fill in further details and answer any questions.

If you ARE accepted the first meeting will occur on or around 14 January 2011.

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How to manage your brand image

Over this past month or so a number of people in my network have approached me to discuss how they can manage a personal brand image.

I guess it’s because one of the first things I discuss with an executive that moves into a new job is the “image” that they want within their new workplace. We start out by developing a plan of action to construct and manage a positive image within the first few days and weeks.

However, it’s been long understood that head-hunters, future employers as well as future employees will search the internet for clues as to the reputation, management style and expertise of any future boss. This makes having a positive on-line reputation one that’s worth considering ahead of any change of job.

As for being self-employed, well the benefits of a strong on-line brand image is obvious.

In this first video I discuss how to create an plan for a personal brand image on-line as well as to discuss creating an “elevator pitch” that covers the three rules of “Credibility, Clarity and believability”

How to create a brand image