The document discusses strategies for addressing volatility, uncertainty, complexity, and ambiguity (VUCA) in business environments. It advocates developing vision to address volatility, understanding to address uncertainty, clarity to address complexity, and agility to address ambiguity. Key approaches include collaborating with partners, focusing on just one thing at a time, amplifying assets and addressing vulnerabilities, and transforming teams during difficult times. The document provides examples of how leadership principles like role modeling, challenging assumptions, and ongoing learning can help organizations thrive, not just survive, even in uncertain conditions.

1. AGILE
to ACT in
ADVERSITY
T r a n s f o r m i n g T a l e n t
i n
t r o u b l e d t i m e s
CSP

2. What is your greatest
leadership challenge?
If there is JUSTONETHING
to help fix it, it is ……
13
Concept 2
A snapshot of
the business at
the beginning
of 2008...
1313
The world is changing
13
Oceania 2009

3. Volatility Vision
Uncertainty Understanding
Complexity Clarity
Ambiguity Agility
V.U.C.A. primes
(Ref Kinsinger, P. & Walch, K. 2012)
SURVIVE OR THRIVE
V.U.C.A. pRimes

4. COLLABORATION IS KEY

6. ouR objectives
V.U.C.A. Prime our Team
• Tribal insights on timeless hard-wired human behaviour
• Drive business priorities via Just-One-Thing approach
• Be agile with Just-in-Time solutions
• Amplify your Assets - transform our team in dire situations
• Partner to your Vulnerabilities - for sustainable improvements

7. What do I want from
this working session? youroutcomes

8. Volatility Vision
Uncertainty Understanding
Complexity Clarity
Ambiguity Agility
(Ref Kinsinger, P. & Walch, K. 2012)
V.U.C.A. pRimes

9. Download
http://www.zyyne.com/zh5/164020

10. Volatility Vision
Uncertainty Understanding
Complexity Clarity
Ambiguity Agility
V.U.C.A. primes
(Ref Kinsinger, P. & Walch, K. 2012)
V.U.C.A. pRimes

11. Volatility >>>>> Vision
Lead a Movement
Tell a Story to those
who want to listen
Connect a TribeMake change

12. Family basic unit of a tRibe
EMERGING
TRENDS IN
PROFESSIONAL
SELLING
The latest innovation,
research and best practice
in selling and sales management
Compiled and edited by
Paul Sparks
VOLUME 1
If you sell for a living, you
manage a sales team, or are
responsible for the growth of
your business and you want
the best outcomes for your
sales efforts – this book is for
you.
Some of the world’s leading
sales trainers, consultants and
coaches bring you detailed ideas
on how you can improve your
personal performance, and the
performance of your sales team.
Inside this volume you’ll find
12 chapters to ensure you are
informed about the latest trends,
research and best practice in
professional selling and sales
management.
Each chapter is a book in
itself – with more up-to-date
information on personal selling
and sales management than any
single book published in the last
decade.
EMERGINGTRENDSINPROFESSIONALSELLING
Here’s what’s inside:
Paul Sparks. The evolution of professional selling:
understanding the past to inform our future sales
performance.
Michael Schiffner. Building high performance sales
teams: going beyond a training mindset to achieve
sustained sales success.
Julia Palmer. Strategic networks: the key to
sustainable sales success.
Mo Fox. See before you sell: how changing your
perception is the key to better sales results.
Michael Foulds. The sale is the negotiation:
reframing the sales process for better sales and
stronger customer relationships.
Malcolm Dawes. Sales leadership or sales
management? It does make a difference for high
performing sales teams.
Suzanne Mercier. Are your sales people sales
imposters? How to overcome fear to create great
sales results.
John Barraclough & Warwick Burgess. Gaining
the last yard in sales: the value of persuasive
communication.
Mark Purbrick. Simply the best: how to attract,
select and retain high performing salespeople.
Jason White & Giles Rhodes. Rewarding the sales
force: a taxonomy of sales roles to inform reward
and incentive programs.
Sally-Anne Cotton. The alchemy of 21st century
selling: transmuting balance, alignment and intent
into golden sales results.
Dr Yvonne Sum. Tribal insights for sales leaders: the
power of learning partnerships.
“The best book on modern selling and sales management I’ve seen in years with a great range of
relevant content. I can’t wait for Volume 2.” – Bob Bentley, 25 year sales veteran, ICT industry.
See inside for details on the 6 DVD companion set which contains over 12 hours of presentations,
discussions and interviews featuring the authors as they take a deeper and wider look at the
chapter topics. This professionally produced DVD set is an invaluable tool for sales training and
development and is also great for using in sales meetings to begin
discussion on critical topics in professional selling.
Australia $66.00 RRP Inc GST
COMPILEDANDEDITEDBY
PAULSPARKS
1
14217 EM_Trends Cvr 21mm.indd 1 9/5/11 12:51:43 PM

13. Authenticity
Being pResentCommon sense
nspiRing
Leadership
ESSENCE
© Yvonne Sum 2008

14. vision
lose yourself
empower others
nspiring

15. The best way to predict the future
is to create it yourself.
Peter Diamandis
CEO & Chairman

16. Purpose
WHY
Define Current Reality
PAIN or CHALLENGE
Design Compelling Future
VIVIDVISION
CreateaVision
WHAT? WHAT IF?

17. stoRy selling Inspire with full technicolour,
soundtrack, emotions......

18. Did You Know? That in 2028

19. Volatility Vision
Uncertainty Understanding
Complexity Clarity
Ambiguity Agility
V.U.C.A. primes
(Ref Kinsinger, P. & Walch, K. 2012)
V.U.C.A. pRimes

20. uncertainty >>>>> understanding
pace, pace, pace ....... and lead

21. THE 7 ‘R’S OF LEADERSHIP ACTION
PRINCIPLES OF LEARNING PARTNERSHIP

22. Review/Reflect Rules
Re-Organise
Role Modelling
Respect
Routine
Running It
The
7R’s
of
Leadership
ActionJUSTONETHING

23. BE AN E.G.
ROLE MODELLING
BE AN E.G.G.
MINDFUL IN THE MIDST OF MADNESS

24. staRt with youR self

25. Assets Vulnerabilities
Strengths Allowable weaknesses
Life & business experiences Perceived obstacles or history
Values Limiting beliefs
your balance sheet

26. Chaos
ROI
Time
Chaos
ChaosOrder
Life is Good
Order
Kiss of Death
Maximumgrowth
occurs at
the border
of
chaosand order
Order
S-curve of change

27. CHALLENGING ASSUMPTIONS & BELIEFS
RULES

28. From Managing Time
To
new rule … a mindset shift
Managing Energy

29. 42

30. CHALLENGING THE STATUS QUO
ROUTINEONGOING OBSERVATION & TESTING

31. truth
lose your mind
be yourself
Authenticity

32. 47
Pass onI

33. Volatility Vision
Uncertainty Understanding
Complexity Clarity
Ambiguity Agility
V.U.C.A. primes
(Ref Kinsinger, P. & Walch, K. 2012)
V.U.C.A. pRimes

34. Pathway to Compelling Future What stops us?
Unidentified
Familiar
Object
….. SELF !!!
complexity >>>>> clarity
JUSTONETHING

35. 58
build a network
Dig many
wells before
you need to
draw water....
COMPLACENCY CHECK

36. Volatility Vision
Uncertainty Understanding
Complexity Clarity
Ambiguity Agility
V.U.C.A. pRimes
(Ref Kinsinger, P. & Walch, K. 2012)

37. Shifting Plans
is the Norm
The Global Mindset
ambiguity >>>>> agility
CONTEXTUAL INTELLIGENCE

38. Design thinking
is not an experiment.
It empowers and encourages us
to experiment.
Idris Mootee
CEO, Idea Couture

39. Transforming during crisis
Make a world of difference in uncertainty
DON’T DEFER DEVELOPMENT

40. START CONTINUE STOP
key insightspeRsonal leaRning jouRnal

41. EMERGING
TRENDS IN
PROFESSIONAL
SELLING
The latest innovation,
research and best practice
in selling and sales management
Compiled and edited by
Paul Sparks
VOLUME 1
If you sell for a living, you
manage a sales team, or are
responsible for the growth of
your business and you want
the best outcomes for your
sales efforts – this book is for
you.
Some of the world’s leading
sales trainers, consultants and
coaches bring you detailed ideas
on how you can improve your
personal performance, and the
performance of your sales team.
Inside this volume you’ll find
12 chapters to ensure you are
informed about the latest trends,
research and best practice in
professional selling and sales
management.
Each chapter is a book in
itself – with more up-to-date
information on personal selling
and sales management than any
single book published in the last
decade.
EMERGINGTRENDSINPROFESSIONALSELLING
Here’s what’s inside:
Paul Sparks. The evolution of professional selling:
understanding the past to inform our future sales
performance.
Michael Schiffner. Building high performance sales
teams: going beyond a training mindset to achieve
sustained sales success.
Julia Palmer. Strategic networks: the key to
sustainable sales success.
Mo Fox. See before you sell: how changing your
perception is the key to better sales results.
Michael Foulds. The sale is the negotiation:
reframing the sales process for better sales and
stronger customer relationships.
Malcolm Dawes. Sales leadership or sales
management? It does make a difference for high
performing sales teams.
Suzanne Mercier. Are your sales people sales
imposters? How to overcome fear to create great
sales results.
John Barraclough & Warwick Burgess. Gaining
the last yard in sales: the value of persuasive
communication.
Mark Purbrick. Simply the best: how to attract,
select and retain high performing salespeople.
Jason White & Giles Rhodes. Rewarding the sales
force: a taxonomy of sales roles to inform reward
and incentive programs.
Sally-Anne Cotton. The alchemy of 21st century
selling: transmuting balance, alignment and intent
into golden sales results.
Dr Yvonne Sum. Tribal insights for sales leaders: the
power of learning partnerships.
“The best book on modern selling and sales management I’ve seen in years with a great range of
relevant content. I can’t wait for Volume 2.” – Bob Bentley, 25 year sales veteran, ICT industry.
See inside for details on the 6 DVD companion set which contains over 12 hours of presentations,
discussions and interviews featuring the authors as they take a deeper and wider look at the
chapter topics. This professionally produced DVD set is an invaluable tool for sales training and
development and is also great for using in sales meetings to begin
discussion on critical topics in professional selling.
Australia $66.00 RRP Inc GST
COMPILEDANDEDITEDBY
PAULSPARKS
1
14217 EM_Trends Cvr 21mm.indd 1 9/5/11 12:51:43 PM
the ResouRces

42. Your trusted partners in remodelling reality.
CALM IN CRISIS. AGILE IN ACTION.

43. Are there any ...
Questions?
Comments?
Insights?