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Marc DUFRAISSE - AutentiCoach

Finding your own personal way is possible, we accompany you on the path to your Authenticity.

Wednesday 27 April 2011

Don’t compete with the others, share with the team 1- Lead sharing rather than competing. 2- Share leadership instead of competing for leadership.

This is a world of competition.
The goal is not to perform the best we can, it’s to perform better than the others.

It is acceptable for Fernando Alonso not be the world champion. It will be less acceptable if he is behind Felipe Massa.

In business, unfortunately, it is often the same.
The important thing is to be the best sales performer in the area, whatever the performance level.

The problem many Sales Managers have, is that individualistic and competitive behaviours can be efficient in the short term. This may convince them it’s the only way to go.
But competitive behaviours are dangerous in the longer term.

First, as we all know, selling is not only about closing sales. The quality of a sale is essential: the information provided, the presentation of the services of the company, listening to and conecting with the customer, their needs, expectations...
A focus on competition with colleagues can contaminate the work of the sales person. He might care more about his colleague’s performance than about his clients’ requirements or satisfaction.

Second, the business context is always changing, evolving. What worked yesterday may not work today because of a new competitor, product, service, or a change of environment. In a competitive management culture, the team may be the last in adknowledging and reacting to changes: nobody’s going to proactively share their thoughts or experiences. Some might even provide wrong or misleading information to colleagues because of their fear of being overtaken.

In a healthy honest business that wants to create and grow a market, this is totally counterproductive.

The art of Sales Management is to motivate sales people in a one to one interaction but with collective team based rules and principles. Collective incentives can help. But above all, the company’s management style has to enhance team spirit and dynamics. The manager has to recognise and reward individual contributions to the team, not just individual performance.

In a team, the diversity of people and profiles, of perceptions and experiences, can be a great richness if they are compiled and shared. Sales people can identify bad, good and best practices, build on the others abilities and learn from them.

All of our educational and economic system is based on individual competitiveness. A management culture enhancing team dynamics will always be a benefit to the company and to its results in the  long-term.

Lead sharing rather than competing.
Share leadership and not compete for leadership.

Thursday 14 April 2011

Whatever is flexible and flowing will tend to grow. Whatever is rigid and blocked will atrophy and die. Lao Tzu

At birth, a person is flexible and flowing.
At death, a person becomes rigid and blocked.
Consider the lives of plants and trees: during their time of greatest growth, they are relatively tender and pliant. But when they are fully grown up or begin to die, they become tough and brittle.
The tree which has grown up and become rigid is cut into lumber.
The rigid group leader may be able to lead repetitious and structures exercises but can't cope with lively group process.
Whatever is flexible and flowing will tend to grow. Whatever is rigid and blocked will atrophy and die.

Lao Tzu

Tuesday 5 April 2011

The body never lies. A disease is a promise of possible happiness.

We human beings have a tendency to lose ourselves in our thoughts, in being in the past, thoughtful, nostalgic, or emotional. Or be in the future, impatient, excited, worried, anxious...

On few moments we are in the here and now. We have lost this ability we had as a child to enjoy the moment a hundred per cent.

The only part of us that is always in the here and now is our body. The body never gets lost in the past or the future. It is here in the moment. It is the moment. The only reality.

The body is what will send us signals on how we are in our lives or with ourselves. It will tell us if we are pushing too hard, if we are not being careful enough, if we are lying to ourselves or getting lost.
It can give light, smooth signals. And it can send strong violent ones.

A disease is a message. It is a warning message to wake up, to make us aware of something. A disease is a promise of happiness.

The problem is to understand what it is saying to us, about us.
And it is not easy because we have been telling ourselves stories for so long … Stories about our life that come from the understanding of our rational and emotional minds, from our interpretation of reality.
Not with the perspective of our body. That perspective may be quite different and surprising.

The reality, the only reality is that of our body.
Our path is to understand it. The path to authenticity.