Brain Behaviour Business

This podcast discusses the challenges facing sales organisations and how PRISM can help.

Alex Ede, Business Development Director at PRISM Brain Mapping is joined by Anna Britnor Guest of Alate Business Growth. Anna's company, which is currently celebrating 20 years in business, targets revenue and people growth by focusing on the critical ingredients of process and behaviour. By developing frameworks, skills sets, and raising awareness of behaviour, they ensure business growth is underpinned by the right systems and the right actions.

The question, this podcast hopes to answer is how you grow your revenues? But more importantly how do you grow your people to capitalise on your greatest asset.

Some of the challenges facing sales organisations today...

• Global economic & political environments
• War for talent
• The complexity of technology
• Long & protracted sales cycles
• Dealing with multiple stakeholders
• Articulating the business value of your product

and how can PRISM help?

Alex and Anna discuss 5 key areas where PRISM can help:

• Empowering leaders to be the best they can be
• Developing and supporting existing talent
• Recruiting the right people
• Onboarding new talent for maximum impact
• Really working as a team

Empowering leaders to be the best they can be

There are many facets to leadership and many ways to lead, PRISM helps leaders understand their behavioural preferences, and how they can be the best they can by leading and coaching their team. PRISM provides a language for leaders to understand their behaviour and the behaviour of those around them, this awareness being crucial to recognising the impact they have as a leader and what areas they may need to change. PRISM helps leaders lay a framework to build sales skills and capability, by moving reactive 'deal' coaching to more pro-active behavioural and performance-based coaching.

Developing and supporting existing talent

Using PRISM across your team allows leaders to understand what leadership style is appropriate for each individual and the situation, and what coaching input will have the best effect. Team members gain a raised awareness of their preferences and understand how they can use these to have maximum impact, both internally with their team and colleagues, and externally with clients and stakeholders.

Having the right person in the role does not automatically drive results, however by reviewing each stage of the customer buying journey you can identify stages where the person has a strong behavioural fit and the stages where they might struggle. Targeting the right development needs and the appropriate level of challenge and support ensures a stronger probability of sales success.

Using knowledge gained from PRISM combined with targeted coaching can help your salespeople determine the cluese that identify their customers' preferences and flex their behaviour accordingly.

Recruiting the right people

This is a key area where PRISM can help. Standard job titles often mean different things and lead to differing expectations from the employer and the applicant. Understanding the role is the first step to getting the right person, it is crucial that both you and any potential employee really understand what the job requires and whether there is a good overall fit.

Using the PRISM benchmark process employers can create clearly defined and accurate benchmarks and then match applicants against this to reveal exactly how suitable they are for role. Information gained from PRISM highlights key areas that may need more explanation during the selection process.

Onboarding new talent for maximum impact

Once recruited new employees need a well-defined 'path to performance', this is not a standard generic framework but a route focused and fine-tuned framework for each individual. There will undoubtedly be areas of comfort where they can hit the ground running and likewise areas of discomfort. PRISM can help identify your new employees' comfort zones, allowing you to tailor their 'path to performance' specifically targeting areas where they may need more support and development.

Really working as a team

Unfortunately, it is often rare for sales teams to work as team, but becoming more collaborative and learning from each other's experiences brings great rewards. PRISM Team Maps illustrate the team's behavioural preferences highlighting their strengths, blindspots and the impact they have on team, task and individual. These maps generate huge interest amongst team members, springboarding powerful conversations around how they can maximise their potential. Teams begin to understand that fellow team members are not the competition, the business competitors are.

If you would like more information on how ...

In this podcast, Alex talks to Maureen Chiana from The Mindsight Academy about Emotional Intelligence, exploring the power of EI and how a few simple changes in mindset and behaviour can make a real difference.

In this podcast, Alex is joined by Ian Davies, Director of Team Thinking Asia and PRISM Practitioner to discuss adapting to the new norm and how coaching can be a great asset in times of change.

Ian talks candidly about his coaching journey, the current challenges and how coaching fits in a virtual world. Ian's passion and belief in the power of coaching is infectious and a great inspiration at this difficult time.

In this episode, Alex Ede, Development Director at PRISM Brain Mapping talks about how Covid-19 has led to heightened level of change and how our brain helps us to acclimatise to this new normal.

Alex tells an emotive story how his son, diagnosed with Cerebral Palsy, battled hard to create a life he could call normal.

According to recent research, 42% of people withheld ideas or problems from their manager during the past 12 months because they think it's a "waste of time to speak up". Does your company culture discourage speaking up? If so, how many ideas are lost, how much talent is wasted, what do your employee satisfaction ratings look like?

In this podcast, 'Shaping Culture Holistically' Alex Ede of PRISM chats to Susie Guthrie from 42Think. Susie and her team at 42Think specialise in growing leaders and building high performance teams and a huge part of this work is helping companies shape a culture that isn't just a nebulous list of values but shaping a holistic, organic culture that employees can live, breathe, support and challenge. This organic and holistic ways of shaping culture is more fitting for the world of work and ensures the company attracts and retain employees who are the best fit not only for the fole but understand and choose operate within that culture, so great ideas are not lost, and talent is recognised and built upon.

If you would like to discuss how Susie and 42Think can help your business, then you can email [email protected] and visit their website, www.42think.co.uk.

This podcast was brought to you by PRISM Brain Mapping, where we believe that self-awareness is key to the success of every individual and that successful people drive business success. Contact us at www.prismbrainmapping.com.