I am working with a group of highly motivated sales people. These sales people are not on a formal team. They do not have a boss. They are not even employees. They are independent contractors who want to create a culture that wins more often than any other company in their industry.
They are young. They are idealistic. They are hungry. They have completed innovative projects that show their commitment to making their company number one. They know that in order to be number one, they must move an individual-centric culture towards a team-centric culture.
Their industry is changing to team-based client representation. They know their company can achieve greater results through collaboration, teamwork, delegation, and the sharing of information.
They want senior sales executives to take on new behaviors. They want to buck the current trend. They want things done a new way.
The senior executives aren’t particularly excited about change.
In order for our team of young, high-potentials to create heroic results, they must turn to theatre.
In theatre, a cast of 100 strangers is called upon to move an audience to Standing Ovation. The cast of 100 strangers has barely 4 ˝ weeks together. In order to achieve Standing Ovation, they must get the audience to experience an emotional response that it has never experienced before.
To generate “Standing Ovation” results, these juniors must connect to the emotions, thoughts and desires of their senior executives.
How do you achieve Standing Ovation Results?
You achieve “Standing Ovation” Results through actions and words that create an emotional response in another.
An emotional response is the collection of feelings, motivations, and emotions people experience from working with you on a regular basis. Emotional response is a result of connecting your passion with the goals, desires, and the emotions of another. Your ability to generate emotions in another is your greatest tool in creating extraordinary results.
Emotional response is the ultimate leadership and sales tool. Your passion is the glue to engage someone’s feelings, motivations and emotions. It is through connecting to feelings, motivations and emotions that you can influence a change in behavior. It is through behavior change, that you create Results.
Passion č Engagement č Behavior Change č Results.
Our junior sales people have been successful through recognizing the goals, desires and emotions of their seniors. Our junior sales people have "listened for" the seniors’ fear of change, new technology, and the challenges of team-based solutions.
Through connecting to the seniors’ concerns for security and consistency, the juniors will engage the company to take on new behaviors to ensure their number one place in their industry.
Are you passionate about extraordinary results? Do you listen for the concerns of your constituents? Do you understand your constituents' feelings, desires, and goals?
What emotional response must they experience to change their behavior? What results are they interested in achieving?
Your leadership success is based on getting very clear about your "audience's" passion. Your leadership success is based on your “listening” and connecting to others’ thoughts, emotions, and desires. Behavior change is the result of engaging the heart, mind and soul of another.
Companies that achieve Standing Ovation results grow courageous leaders who connect their passions with the goals, emotions, and desires of others. The professional results of Standing Ovation companies are profits, performance and productivity. If you are interested in achieving Standing Ovation results, please call Mitch Simon at 858.449.9463 or e-mail msimon@simonalliance.com. | 
