Skip to main content

Who Moved My Cheese

Who Moved My Cheese? - Book Review

who moved my cheese

I’m not sure why it’s taken a while to review this fabulous book. First published in 1999, this is a must for anyone to understand the impact of change on us humans.

In essence it’s about four mice who find that the place where they normally find cheese, no longer has any cheese. Each of the characters reacts differently to the change.

It only take about an hour to read. You’ll hear people refer to this book when they say. “Oh, has someone moved your cheese?”

When you read it you can’t help reflect on your own attitude to change. And with that you’ll think about whether you need to work on that attitude. You instant reaction may well be different to your considered response, and this book help you work out your approach. 

Brain Freeze more likely for those with higher working memory

Stressed

Brain Freeze is that sensation we get when we seem unable to think. One moment everything is fine and the next we seem unable to think clearly.

Working memory is about our mental capacity. The ability to mentally juggle more elements. Useful in mathematics or unscrambling complex issues.

This research shows that people with higher working memory are more susceptible to brain freeze.

Here’s an excerpt form the article in the BPS website:

“Researchers at the University of Chicago and Michigan State University attempted to find out more about why this happens. Their results suggest that actually it’s only a subgroup of high working memory people who have this problem and it’s because of their high distractibility. These high ability chokers or brain freeze victims are “typically reliant on their higher working memory resources for advanced problem solving” but their poor attentional control renders them easily distracted by anxiety, causing their usual mental deftness to break down when the pressure is on.”

So what can we take from this? Maybe that when we ask these people to work on a problem we give create a low pressure situation. We protect them from any pressure that exists because in fact they will solve the challenge quicker and more effectively. We know that more analytical people tend not to like pressure, but this research takes it further.

As a manager we need how to manage these people in a way that allows them to use their strengths and not be distracted.

Read more here.

Lawyer Sales Tip –

Demonstrate your understanding of their needs & wants

sales tips for lawyers

Remember that most clients want to make sure you understand their needs and wants. They want you to explain how competent you are. But they may already take that for granted, after all, you’re a lawyer so they assume you know the law. They want to see if there’s a fit with you.

How you connect with them and their organisation is of paramount importance. So a key tip is to focus on how you deliver your message as well as what you say.

To demonstrate your understanding of their needs and wants they need to be summarised back to the client; ‘So to ensure I’ve understood, what you’re looking at is…”

Target Sales Questions Tool-kit is handy for sales people

Questioning is a key skill for sales people

target sales training

Target Sales Questions Tool-kit is handy for sales people

The TARGET Sales Questions Tool-kit gives the sales person a range of questions to adapt and build on. The idea being that your sales people can go into their future client meetings equipped with some great questions. They can select the questions most appropriate for their account and then adapt them to suit the situation. The Target Sales Questions Tool-kit is written in excel and will fit with any CRM system. – See more at:

http://targetsalestraining.com/sales-questioning-model

 

Territory management training tips for sales managers #3

Grade your accounts A, B , C & D then dump the D accounts

Territory management training

Territory management training tips for sales managers #3

One of the key processes required by professional territory management includes a territory analysis tool. This in turn includes grading your accounts into three or maybe four levels. A, B, & C accounts. A are the most lucrative, typically big accounts with lots of margin. B are slightly smaller but which may have the potential to grow, or just stay as they are. C accounts will be smaller and may be new accounts. If the former they will require very occasional or, even only telephone account management. If the latter they will need more attention to help them grow. D accounts probably need dumping as they will take more effort to service than they generate in revenue, unless they have potential of course. – See more at: 

http://targetsalestraining.com/sales-courses/territory-management-training

Target Territory Analysis Tool is a great tool for sales people

Territory Analysis is part of your sales planning

target sales training

Target Territory Analysis Tool is a great tool for sales people

The ITD TARGET Territory Analysis Tool gives sales people a simple format to create an overview of their territory. It includes a simple way for categorising their accounts according to the revenue/margins achieved into A, B & C accounts. It also allows for factors in the potential revenue/margins achievable, especially with B & C accounts. The tool includes details of current products/services and potential sales opportunities.. In a snapshot the sales person can see an overview of their territory. They can see how balanced it is. Are they relying too heavily on one, or two major accounts? Do they have a good spread of accounts? Is there a good spread of products across the territory? The Target Territory Analysis Tool is written in excel and will fit with any CRM system. – See more at:

http://targetsalestraining.com/sales-courses/territory-management-training

Territory management tips for sales managers #2

Focus is the key word in sales

Territory management training

Territory management tips for sales managers #2

Part of the sales managers role is to ensure your team has focus. To ensure they are spending their time in the most efficient way possible. Time is a precious resource and with increased web sales we have to make sure resources spent on sales people are well invested.

Focus is the key word in our territory management training. Focus on the right accounts and talk to the right people about the right products, or services. To ensure your sales team focus in the way you want them to, and in a way which might seem obvious to you. Our territory management training will give you the comfort that the team have a structure to operate within. – See more at: 

http://targetsalestraining.com/sales-courses/territory-management-training

Territory management tips for sales managers #1

Good territory management includes processes and skills

Territory management training

Territory management tips for sales managers # 1

Good territory management training covers both the processes and skills your team needs. Processes give clear expectations on the structure you require. The skills covers the specific behaviours required. And they need to master both. It’s no good being a great natural sales person if you can’t complete the reporting and analysis required. Then again too much time on the latter could mean not enough in dialogue with clients. With the right training your team will be operating within clear expectations as to how they will spend their time. – See more at: 

http://targetsalestraining.com/sales-courses/territory-management-training

Why do some sales people need territory management training #3

Sales planning is often missed by sales people

Territory management training

Why do some sales people need territory management training #3

Good territory management includes planning your diary. It means planning your travel and your effort. Rather than reacting to the needs of your accounts as they arise, you plan when and where you will be. Of course there may well be a need to be flexible and react to important needs as they arise. This planning means looking at you diary and your accounts and planning where you will be on certain days of the week or weeks of the month to maximise efficiency. – See more at: 

http://targetsalestraining.com/sales-courses/territory-management-training

Why do some sales people need territory management training #2

Being aware of personalities is key in sales

time management training

Why do some sales people need territory management training #2

Focussing your effort will bring rewards. You know which are the most lucrative accounts, but you also know which people you prefer to work with. And the two may not be the same. So being a social person you might be drawn to spend too long with less productive accounts, with people who are nicer to deal with.

Then again there are social clients who are very chatty. They are sometimes called the sales persons friend. They will talk and talk, but they will do the same with any sales person who will give them the time of day. Other clients can be very direct and not chat at all. This can be awkward for some sales people, but it just needs a different approach.

Our territory management training helps sales people focus their time by dealing with each personality in a tailored way.

See more at:

http://targetsalestraining.com/sales-courses/territory-management-training