So your team has everything and they're working hard, but they're still not making their budgets. What's wrong? We can blame everything, but when everything is said and done, there's only one thing that's ultimately the reason why performance is suffering. Do you want to know what that one thing is?

Any company with a growing salesforce will at some point invest in doing more than just putting in hard labor to get results.

Hence, there's a wide array of companies today offering "the solution" to how success can be repeated through a system or model based on empirical research. In short, they offer to bridge the gap between sales effort and missing results.

Some examples of the best sales expertise offered in the market place today are found among the following:

I've worked with several of these models and systems, and you know what..? Regardless of system or model, there's always a fair sized group of people that try, but fail. In fact, the majority never makes it to excellence! They may improve, but they never become truly successful.

Flaw # 1

Every one of the above listed offerings has been developed and discovered over time. They can document success formulas, meaning if you apply the methods and techniques (read: 'behavior') statistically you'll be successful. There's the flaw! Statistics are big numbers, highlighting relevant and significant outcomes based on what we put in. A successful outcome is usually the case, but not without a few exceptions. (I'm strongly in favor of research, but this in an important fact to remember.)

Flaw # 2

The other important reason why models and systems cannot guarantee success is (partly correlated to the above reason) because there are a lot of variables that pure observation never registers. This is why data and research always needs comments and explanations thereby including the stuff that may have been observed, but isn't reflected in the numbers.

Energy is the Missing Link

This past week I've again helped several companies with existing systems "just make selling work", and maybe by now you're wondering how we're doing this ;-)

Well, here's the answer: What we do is add energy to the equation (as mentioned above: Effort + Model = Results) - three types of energy at each critical stage as illustrated here:

The energy to boost effort is Passion. The energy to apply the model and make it work is Connection. The energy to become skillful and harvest results is Intuition.

Adoption - Do it!

The purpose of energy is to get adoption. The salesforce needs to simply do it. A lot of systems are taught, but the paramount reason why people fail is because they're not applying what they've learned. To get results we need adoption. If adoption never takes place, then it's irrelevant how good your system or model is.

Forcing yourself to just "do it" through sheer willpower is hard. In fact, it's not only hard - it's impossible. We see this all the time: Success is only for those with energy; Passion - Connection - Intuition. Only then will we do what it takes.

Once sales people have energy (e.g. "serious motivation") doing it becomes not only easy, it becomes what we want to do - what we like to do - what we do best. This is where a lifestyle and dedicated priority is found. Our task becomes our mission and receives our complete attention and focus. Then success is no longer something we hope for, but a predictable outcome we may expect.

Models and systems come about because they seek to duplicate success behavior, but the most important ingredient of successful people is in fact not their behavior. The key to success is the energy behind what successful people do and which is what gives them the power. Then, and only then, has behavior meaning and the desired effect.

(Read more about how to get energy.)

We looked at why sales training mostly fails to deliver promised results. Here's a webcast that explains it in plain words:

In almost all sales literature you'll find clever advice about sales processes, techniques, models, structures, systems, programs and blueprints. The remainder of sales literature aims at human traits such as PMA (Positive Mental Attitude), enthusiasm, networking, values, politics, win-win and the like. Thus, in short, we find two categories:

1. Methods and
2. what I like to call "Effort and Talent"

As important as these two categories may be, the key to leveraging great performance - I mean SERIOUSLY outstanding and UNSTOPPABLE performance - lies in reality elsewhere. Where do you think unbelievable results come from?

Beyond Method, Talent and Effort

Introducing the subject in this way also reveals a most interesting aspect; each one of us intuitively and instinctively already knows, but it seems hard to put into words, and even harder to implement in the corporate world. Deep inside we know it's not method - methods are important, but not the ultimate and deciding factor. We even know it's not effort and talent, because they too are often waisted and held back. It's something else. What would you say it is?

Just think about it... Of course we need method - method is crucial. We also need effort and talent. Effort and talent are not only necessary, they're foundational. But... and this is my point; there's something way more important and significant lying underneath that determines whether or not someone succeeds beyond normal..! (Remember, we're not just talking about success. We're discussing unusual and remarkable success.)

Before I give you this pearl - this diamond of unique and simple value - I need to emphasize one crucial point, to help understand why this is so valuable, not only in today's business world, but also in every other setting; marriage, family, politics and every type of human interaction. What we see is this:

Whether a book or training event focuses on method, effort or talent, in reality it makes no real difference on performance. Good stuff finds good people anyway. In the end, real improvement in "average people" stems from another source altogether!

Influence is Energy

The One-on-One slogan "Influence is Energy" summarizes all there is to say about what really makes the difference. I've seen people be trained in the most extensive and excellent research-based programs and models, supported by management, economic as well as human resources, enticed by incentive programs and backed by values and follow up coaching. Does it ring a bell? Regardless of how much method, effort and talent an organization has or puts in, no TIPPING-POINT RESULTS will come unless something triggers individual energy.

Amazing success is born - first and foremost - when you IGNITE CHARACTER. A truly dedicated individual is not able to not influence others. Therefore, there simply is no such thing as the one and only perfect salesperson, because every one of us has the built-in capacity to influence others in our own unique way. We each have peak performance when intuition permeates our burning desire and every-day actions. That does not mean that methods, effort and talents are without effect. They are indeed the muscles and tools of success, but even muscles and tools are no good without a beating heart and the blood to provide the needed oxygen.

Apply individual energy to method, effort and talent and you've got a combination that works. Energy, however, is too often missing - in fact, almost always missing - and it's only haphazardly found even among high performers.

• Why do methods not work on a stand-alone basis? Because without unleashing individual power, methods tend to restrain rather than free influential ability.

• Why does effort and talent not work on a stand-alone basis? Because without the engine itself to wake them up, effort and even talent merely remain "mis employed tools" without purpose.

First release energy, then apply method, effort and talent!

During the past 7 years we've discovered a set of principles that trigger energy in individuals and organizations making them influential through empowering character. It's not quick fix, but it's a LOT quicker than "quick fix", because quick fix only has a short term effect and no real bearing on true and lasting success!

I'm a big fan of Robert Cialdini. The work and research he has provided over the years on the subject of influence is simply powerful. If you haven't read his book(s) and articles, I encourage you to do so.

In particular I appreciate his healthy approach and how he points out the vast number of manipulative techniques that are more or less consciously applied "out there". It was Dale Carnegie, who in his book "How to Win Friends and Influence People" said: "A person persuaded against his will is of the same opinion still." If you combine this basic principle with the body of knowledge we have today on manipulation, it's obvious that complex and large account sales especially needs to be CLEAN. Manipulation always backfires!

What's interesting is this; most account and sales managers today know that manipulation only hurts us in the long run. However, if our deepest belief patterns and habits render us inclined to exercise control or dominion over others, it will - in business also - surface in what we do and how we say things.

The scary thing is, to a certain extent, we're all at times tempted to use force or some kind of coercion to obtain our goals and objectives. You're saying: Really??! How? Let me give you just a few examples, and then maybe you're able to spot misbehavior in these or similar examples you yourself are able to produce - from your most personal life and circumstances:

• What's my behavior like when driving a car and being late for an important meeting?
• When my children won't listen, how do I respond to their rebellious behavior?
• How do I behave and how do I phrase my sentences when in a middle of an argument with my spouse?
• How do I treat my subordinates or those I lead? How do I phrase my "orders"?
• What feedback would my colleagues give me if they read this blog post?
• How do I react when someone expresses frustration about someone I too have a strong dislike towards?
• How do I handle someone that pushes me for honesty about something I'd rather keep to myself?

Once we begin to see our own misbehavior and how we're suffering from manipulation in almost every respect of our lives, it naturally becomes of interest to find out what manipulation really is. Also, how can I become a master of clean influence? That, I will share more about in my next post ;-)

We've now posted a webcast introducing the source of "the 3 Energies" - how dialog (O®O) is linked to energy (3E). This is the result of 7 years of research. Watch it now!

Did you ever stop to think about how complex a human dialog is? Let me share an experience I had a long time ago:

Back in the days when I got certified as a trainer based on the sales models from Huthwaite, I remember doing my first sales calls with that perspective in mind. One of the things that really struck me is how extremely fast paced a conversation is. All the things that take place during a simple dialog is truly amazing. It was at a much later stage, as I together with a few other professionals became more aware of the subconscious world, that I was completely blown away. In light of just pure conversation, I'm in awe when it comes to the information flow that takes place in the form of vibes and unspoken words - and that in addition to the conversation itself.

Well, during my Huthwaite sales coaching, I was happy to see that sales calls were recorded, allowing us to further scrutinize each word that was spoken. It would sometimes take several rounds of listening before I was able to pick up the real meaning behind what was being said. It was as if several layers of dialog came out in the open - bit by bit.

So one-on-one is the way to go. I love speaking in front of a big crowd of people. However, a good tip to anyone who wants to practice effective influence must be to "maintain the principle of one-on-one". One head (read: brain) alone is complex. If we make it two, which we normally refer to as a one-on-one conversation, then complexity sky rockets. Imagine what happens when you add a third person. Take my advice: If you can keep it one-on-one, do what you can to keep it that way!

I was in a meeting today where it came out so clearly; a lot of sales people simply lack insight into basic psychological principles. It sometimes makes me a little sad. I'm NOT saying I do everything the right way. Far from it! But because I want to "help the world", I thought I'd paste an extract from the introductory pages of my book "The 3 Energies Behind Sales Success" (abbreviated 3E) here in the 3E blog. Please, tell me what you think about it. Here it is:

There are a lot of uncovered dynamics within sales, that traditionally only psychology has been preoccupied with. The sometimes artificial separation between the subjects of 'sales' and 'psychology' has kept sales people from obtaining relevant understanding of how communication really works. Sadly, sales people invest relatively little time into building a long term education through reading. Rather, they tend to focus on short term revenue generating activities and building relationships with their clients. Thus they rarely learn to appreciate and acquire deeper insight into the areas that are of far greater importance than what sales literature currently centers on. Today's literature and consequently 'sales training" is often poor and falls short of the deeper aspects of what selling is really all about. As a result the soft approach so much needed to become an outstanding (read: compassionate and human) salesman or woman is too rare! Instead business tends to be cynical and without a sense of human empathy, or to put it boldly, without love. Yes, what customers need most is in fact love and appreciation - or to further emphasize - attention from someone who cares on a personal level, beyond business only.

[...'Love', however, is but a small part of the second type of energy called 'connection'. With a bit of wit and rhyme we could say: "It's in the air when you care" (see chapter 3)...]

...effective sales and influence is all about energy. Like anything else in life - reaching out to others. It's not about quotes, closing, pipelines, PMA, a good pitch, super duper questions or all the stuff we so often hear about or spend our time doing. Yes, of course these habitual skills are critical, but still merely secondary compared to the innermost core of human interaction we call sales. If, however, we were compelled to highlight the nucleus only, clearly energy is among the absolute essential elements of sales success. In fact, once you've finished reading this book maybe you will have discovered that energy, the way it is defined here, is what selling indeed is all about. Energy is at the very heart of sales and sales success.

This is merely an extract. If, however, you would like to read more sample pages from 3E, then take a look here (demands that you register for a free log in on our site).

O®O 3E Audio Blog - listen to this post O®O

Don't you think it's strange? During all my training received as a sales professional, not once did anyone teach me anything about ethics or morals, about being honest and true. Maybe I should be led to believe it was always assumed that I am?

I've known so many sales people with inconsistent behavior - I've witnessed so many sad stories of colleagues that made budgets and won battles but lost the war. Too many do not know why and how one should apply basic principles to build long lasting results.

I've always been puzzled by the fact that sales models, programs and blueprints never could "fix" a person's value system. Whereas to me, every new theory and model reinforces the relevance of integrity, some of my peers seem to be more focused on discovering "how to more effectively trick others into another purchasing trap". Maybe that's putting it a little too bluntly, but the underlying concept is the same - "how to make others do what you want them to do".

Wouldn't it be great with a new pair of "sales spectacles" that gives every sales model a healthy perspective in the mind of a sales person? Well, I've worked at it for 7 years now, and do you know what I find? Ground breaking principles and discoveries, but most of all more questions, fewer answers and to make it worse - a stronger desire than ever to figure it out ;-) Help me, would you?