Download - WIN! How to succeed in the new game of business Masterclass


Exceptional at what you do

Basics of Business


US retail Price/gallon

Source: Cockeyed.com


Assimilate

Adapt

Adopt


Desktop 3D printer uses paper, glue and razors

“The first time such technology has become available suitable for classrooms and offices”


“This is the future of books!”


Source: ORM

CEOs Business to Business

Believe an app would grow sales

41%


Charles Dickens £10 note


Source: T4U PartnershipJaguar:VR is helping it sell an ‘incredible amount of cars’


Source: T4U Partnership


Assimilate

Adapt

Adopt


The millennials are the first to have better grasp of a key business tool than more senior workers

Source: PwC ‘Reshaping the Workplace’


Assimilate

Adapt

Adopt


Dissatisfied Satisfied Delighted

Not Met

Met

Better than At Risk

Looking

Gone

Loyal

At Risk

Looking

Advocate

Loyal

Product or Service

Process

At Risk


1010

People

9 10



Great place to work

Basics of Business


Sources: MORI BITC/NOP

88%

What do you want your employer to be like?

45%

Committed to living its values

Believe employer actually is

What Employees

Want


My RoleDisciplineExcitedPraiseDon’t ScareImpressAutonomyWin

Source:Harvard Business Review


My Role

Discipline

Excited

PraiseDon’t Scare

Impress

Autonomy

Win

__ 10

__ 10

__ 10

__ 10

__ 10

__ 10

__ 10

__ 10

___ 80

Source:Harvard Business Review

What Employees

Want


Source: DBERR

Why do you follow someone?

“A feeling of fun, energy and

excitement”93%



Great place to work

Prospect for customers

Basics of Business


Pros

pect

ing

Sales Management Matrix™

£

StarJunior

CowDog


Pros

pect

ing

Sales Management Matrix™

£

StarJunior

CowDog

Brian

Mary

Dave

Sunil

Richard John

Darren

Laura

Susan

Colin


Pros

pect

ing

£

StarJunior

CowDog

Distributor Management Matrix

© 2016 Roger Harrop Associates www.rogerharrop.comSource: Proudfoot/Ericsson

52%

Travel

25% Travel

&

&

Admin

Admin

15% Service

15% Service

35%

Active

23%

Selling

Active Selling

10% Prospecting

25% Prospecting

Salesperson’s Time

33%

60%

© 2016 Roger Harrop Associates www.rogerharrop.com Source: Roland Berger Strategy Consultants

2030 Global Trends

Opp

ortu

niti

es

Risk

Demographics population 6.9bn to 8.3bn

ageing +5 years

urbanisation 59%

Globalisation TICKs gdp +7.9%pa

next 11 gdp +5.9%pa

Resources energy demand +26%

water demand +53%

commodities rare metals/food

Climate Change

CO2 +16%

warming +0.5ºC - 1.5ºC

ecosystem extremes

Technology diffusion high speed

innovation change lives

life sciences nbt

Knowledge know how 55% in 2ndary edu

gender gap narrowing

war for talent demand>supply

Responsibility cooperation nations

ngos +++

philanthropy +++


Sales Skills

Product Knowledge

Belief

Enthusiasm

Selling


power

9 Laws of Persuasion

consistencyexpectancycontrastassociationreciprocityscarcityfriendsconformity


power

9 Laws of Persuasion

consistency

expectancy

contrast

association

reciprocity

scarcity

friends

conformity


The CATSDEC process

“I’ll think about it”

Close

Total

Subject toDeal withEasy?

Catalogue Agree



Great place to work


Bottom line

Basics of Business


= £ Sales People

Productivity

© 2016 Roger Harrop Associates www.rogerharrop.comSource: Proudfoot/Ericsson

52%

Travel

25% Travel

&

&

Admin

Admin

15% Service

15% Service

35%

Active

23%

Selling

Active Selling

10% Prospecting

25% Prospecting

Salesperson’s Time

33%

60%


Lower Cost n Direct costs n Labour costs n Overtime costs n Rework costs n Operating efficiency n Change over time Shorter Lead Time n Throughput time n Delayed production

monitor n Schedule achievement n Inventory levels Quality n First time okay rate n Rectification time n Scrap Rates n PPM levels n TPM achievement n SPC capability

Continuous Improvement Cycle

Order Fulfilment Quality Waste

Reduction

FlexilbilityContinuous Flow


10090

Price

Profit

100

Volume

30% Gross Margin


10090

Profit

100

150

Price Volume


100110

Profit

100

30% Gross Margin

Price Volume


100110

Profit

100

75

Price Volume


Price/Perception Matrix™

Price

Perceived Added Value

Commodity

Buyer

High Added Value

Product/Service

You



Great place to work


Bottom line

Basics of Business

__ 25

__ 25

__ 25

__ 25

___ 100


The Change House

The Contentment RoomSun

Lounge

The Denial Room

Dungeon of Denial

The Confusion Room

Paralysis Pit

Wrong Direction Door

The Renewal Room


Millennials

Agility

Adaptive Helicopter

New Technology New Markets

Winning Companies

No Silos

Leadership


Belief

Passion

Courage


:: BUSINESS EXPERT :: AUTHOR :: INTERNATIONAL SPEAKER

www.rogerharrop.com

http://www.rogerharrop.com


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Download - WIN! How to succeed in the new game of business Masterclass

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