Why Training in BD and Client Management Doesn’t Work Unless you Have Well Trained Leaders

Business development and client relation management is part of a trinity with leadership and management. That's the glue that holds organisations together that Gary will be discussing this week on Work Winning Ways. Find out why training in business development and client management doesn't work unless you have well trained leaders. 

 

KEY TAKEAWAYS

• People aren't prepared to say within an organisation where either they're fearful about what is required of them or that they're not heard. Businesses need to have psychological safety to retain good team members. You should have an environment that encourages people's ideas to be listened to and given due consideration. 
• The introverts among us are happy to not contribute, despite possibly having some good ideas in their heads. A good leader would be able to get those ideas out of those people and encourage thinking diversity. 
• The SCARF Model was developed in 2008 by David Rock, in his paper "SCARF: A Brain-Based Model for Collaborating With and Influencing Others." SCARF stands for the five key "domains" that influence our behaviour in social situations. These are:
• Status – our relative importance to others.
• Certainty – our ability to predict the future.
• Autonomy – our sense of control over events.
• Relatedness – how safe we feel with others.
• Fairness – how fair we perceive the exchanges between people to be.

 

BEST MOMENTS

‘The client is at the heart of everything we do' 

‘There are a lot of people at a junior level who can contribute to how things develop but aren't given a platform' 

 

EPISODE RESOURCES 

Questas Academy

David Rock - The SCARF Model

Amy Edmonson - The Fearless Organisation

 

ABOUT THE HOST

Gary Williams has been in sales and marketing his entire career. The past 10 years have been dedicated to helping technically minded non-salespeople become skilled and confident in selling themselves and their services.
http://linkedin.com/in/garyquestas
https://www.questas.co.uk
Instagram: @bdcoachinghub

Not everyone is a natural salesperson, Find out more on how to improve your sales HERE: https://www.thequestasacademy.com/

This show was brought to you by Progressive Media

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