KMAC Group

Sharpen Your Focus, Strengthen Your Team, Grow Your Business.

Keith McIntyre — Mon, 25 Nov 2024 19:23:13 +0000

Sharpen Your Focus, Strengthen Your Team, Grow Your Business.

Vision is the cornerstone of successful leadership. It’s what sets apart high-performing teams and thriving businesses. Without it, leaders risk missed opportunities, misaligned priorities, and wasted resources. A clear, compelling vision drives growth, innovation, and team alignment, rallying your organization around a shared purpose and igniting passion at every level.

We understand that aligning your company towards a common goal can be challenging, but it doesn’t have to be. At The Bigger Picture Game, we specialize in helping forward-thinking leaders shape or refine a clear, high-level corporate vision. Through close collaboration, we turn your ideas into a cohesive vision that connects deeply with both internal teams and external stakeholders.

Unlock your true leadership potential with a powerful vision that goes beyond conventional thinking.

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5 Key Takeaways – Best Sales Practices of Leading Sales Organizations for Growth in Times of Uncertainty!

Launch 48 — Tue, 10 Dec 2019 15:17:37 +0000

5 Key Takeaways - Best Sales Practices of Leading Sales Organizations for Growth in Times of Uncertainty!

Our many years of building teams and delivering results for some of the world's best sales organizations has revealed a few key practices linked to sales success:

having a positive attitude and growth mindset, followed by a commitment to achieving your goals;
having the ability to prioritize which prospects to focus on, known as your highest payoff activities;
intense preparation;
executing on a dynamic sales process aligned to the customer's preferred methods of purchase pursuing a trusted partner level relationship;
having the ability to effectively engage, win and grow business for the long term;

But the most important learning is sales training doesn’t develop sales champions. Leaders do. For your salespeople to grow and be more successful, the first step is ensuring your sales leaders are great coaches. Great coaching reinforces training for stellar execution of the sales process. Execute, monitor, learn, adapt, apply, coach, grow and then do it again.

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Developing Your Own Playbook

Sarah C — Tue, 12 Jan 2021 20:47:52 +0000

Developing Your Own Playbook

A clear game plan gives a business or team the best chance of success

Why is that every professional sports team has a playbook but the same cannot be said for all businesses?

Why do some companies stall while other succeed?

Both of these questions can be answered as follows: a clear game plan, with clearly defined roles, outlined processes, adaptability and flexibility give a business or team the best chance of success.

Think of it this way, a football team has a set of plays they run off the line which are all outlined in a playbook. Each team member has prepared, practiced and knows exactly what is expected of them. The play a team chooses to run is a strategic choice based off their opponents’ strengths, weaknesses and understanding of where their key players are positioned. Plays can be changed, added or adapted to fit different opponents. The same can apply to business.

Evolve customer relationships toward becoming a strategic contributor or trusted partner

Now, let’s put this into a business perspective for sales. Your playbook is a “living” resource that outlines your business vision, sales process steps, the methodology on how to execute each step, customer buyer personas and their path to purchase, training and coaching resources and other enablement content developed by your company to help you and your team succeed. It should also include team shares for best practices. With changing markets conditions, your “plays” will need to adapt the target organizations as well as the key individual points of contact within that organization to create true value at all levels.

Many organizations we encounter stall at a vendor or preferred supplier relationship stage with customers. This is due in part to having a random or informal sales process. Building a sales playbook with defined plays and a formal sales process and methodology will help you evolve customer relationships toward becoming a strategic contributor or trusted partner.

A sales playbook is truly a tool that differentiates organizations that stall vs those that succeed. The concept of a live playbook suited to individual needs inside your business can only be a benefit to your team.

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Selling is Linear, Winning is Circular

Sarah C — Tue, 12 Jan 2021 19:34:07 +0000

Selling is Linear, Winning is Circular – are the things you do of real value to others?

Look at your customers business through a different lens to identify untapped profit potential by creating value for others.

Your organization has likely developed a sales process in some form mapping the process from finding and meeting prospects through to closing sale and tracking activities post sale. Known as a linear sales transaction, this process simply takes you from point A to point B. This is where many organizations close the loop in the sales cycle and leave it at that. Selling is linear however winning is different, it’s circular.

Winning can be defined in many different ways. For example, it can be retaining or recruiting top talent, identifying hidden opportunities leading to revenue growth, geographic expansion or aligning your employees’ personal purpose with your overarching business purpose and creating real value for others. Most organizations fall victim to being trapped in their own linear sales process instead of looking at their business through a different lens to identify untapped profit potential by creating value for others.

The concept of selling being linear but winning is circular is about the intersection of purpose. The first step is getting to the heart of what people care about … your employees, your clients, your stakeholders and ensuring that is aligned with your clear, strategic corporate purpose. The second step is fully understanding the business landscape in which they work. It is between these two areas, that the ideal win-win lives 100 per cent of the time.

The concept of selling being linear but winning is circular is all about the intersection of purpose and value

Step 1: Getting to the Heart of What People Care About – Understanding Motivations and Goals

What do people care about? This varies across the different members of your organization. It’s important to dive deeply into understanding your employees, clients, stakeholders and partners expectations and motivators and create value for them. Once you understand what each group cares about, the next step is to tie their motivators back to your organization’s purpose. Your organization’s purpose must also be clear to achieve this. When it is, you will discover discrepancies between which groups and people are truly working towards achieving your organization’s end goals and purpose and whether or not their motivators are aligned with your purpose.

If you discover that not all groups are working in the same direction, then changes are likely needed. Either your organization’s purpose needs to be clarified or you may need to make personnel changes. Alignment of purpose is crucial for growth.

Micro and macro purposes must connect for full impact and value creation for others. For the greatest business outcome, employees’ personal purpose (micro purposes within an organization) must align with the overarching business purpose (macro). Too often today, companies are not clear on their vision and mission and as such, are missing out on critical opportunities for growth. When organizations are not communicating with clarity, nothing is implemented. The heart of any business is at the intersection of Purpose and Drive: employees must have clarity on why things are being done. One question we always ask our clients is: Are the company’s core principles, values and purpose cascading to all levels of the organization? This is where trust forms and relationships are built.

Step 2: Understanding the Business Landscape in Which They Work

You must also look to the business landscape in which your people work. What level of success are you hoping to achieve? How does this outcome contribute to the overall corporate purpose? To achieve this, build a playbook for each division in your organization establishing benchmarks and dashboards to track key activities and progress and clearly define processes while implementing continuous training. When everyone clearly knows their role and have the skills, capabilities and support to execute their role, only then will you reach high levels of productivity and motivation which will result in you winning at your business by creating value for others.

Organizations can excel when they share their purpose internally and externally and connect with people. People want to feel they are making a dent in the universe creating a sense of fulfillment. Purpose is like a compass, people orient to it. In a world of uncertainty and change, your people are a key differentiator.

When micro and macro purposes are connected, the full impact will be more motivated and energized employees, delighted, loyal and satisfied customers and better business outcomes.

Simon Sinek who has given one of the most watched Ted Talks of all time states in a 2017 HBR article, states “Profit isn’t a purpose. It’s a result. To have purpose means the things we do are of real value to others.”

Are the things you do of real value to others?

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You are Never too Busy to Take…

Sarah C — Tue, 12 Jan 2021 19:27:48 +0000

You are Never too Busy to Take the First Step

A small step forward is still a step in the right direction.

There will always be reasons not to take that first step. Regardless of your situation, you will always find some excuse or hesitation, but your biggest driver to surpass these qualms will be your passion and goals. Identifying obstacles like time do not deem you unable to take that first step forward. There are a lot of external factors that could prevent you from getting your idea, business or career change off the ground, but there are also a lot of factors that you as an individual can control. To continue to move forward you must push aside excuses and obstacles that can be overcome and start your journey.

The most common feedback we hear when giving this push is “I’m too busy right now”. The truth behind the matter is you can never really be too busy to make your first action.

Time management always has, and always will play a vital role in professional development. A study out of Stanford University have linked longer work hours have increased stress, sleep deprivation along with a decrease in productivity. Results showed subjects were achieved significantly more done within their standard day compared to those who continued to extend their days beyond 8 hours. So, while you may feel busy, there is also a chance that you may be overloading and working yourself into a detrimental state.

This step does not need to require ground-breaking momentum or earth shattering proportions, but can be just enough to get the ball rolling.

Budget your working hours with the intention of cutting off at the end of your day. Pencil in time for personal development and do not be afraid to take your that first step. This step does not need to require ground-breaking momentum or earth shattering proportions, but can be just enough to get the ball rolling. A small step forward is still a step in the right direction. It will be better and more effective to start doing than simply spending all your available time planning what you could eventually do. Take action! If you can layout your time and dedicate a few hours here and there to your development, are you really too busy to take your first step?

Focus your passion and turn your resolution into a reality. You are never truly too busy to start taking action.

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Do What Exhilarates You

Sarah C — Tue, 12 Jan 2021 19:23:13 +0000

Do What Exhilarates You

If you are not doing what you love now, what path can you carve to get you working with that passion?

We all have innate desires and an internal voice that we can mobilize as a powerful tool to drive both our career and companies forward. In most cases, we silence that internal voice and instead look around us for external markers to determine our trajectory. Simply put, it leaves us looking for inspiration in the wrong place. When we do what we love, we continuously push the boundaries and true innovation becomes possible and this is provides energy and momentum!

If you are not doing what you love now, what path can you carve to get you working with that passion? There will be obstacles but using your passion can open many doors, increase productivity and help you to push through tough times. So what can you do to get there? And are you willing to weather the turbulence that may lie ahead to do what you love? If this is the case, find the time to pursue what you love.

Be excited. Be innovative. Make things happen.

Questions to consider while determining what in your career path exhilarates you:

Do I feel like I could be doing more?
What really excites me?
What truly makes me happy and exhilarates me?
What are you good at and what do others think you are good at?
Are you ready to face obstacles and challenges that you will encounter on your journey to pursue your passion?
What opportunity can you seize to kickstart your journey? What is the first step?

If you really are sincere in your feeling that you could be doing more and are excited about your passion, be confident that you can overcome any obstacle that comes your way. Be excited. Be innovative.

When you feel that you can overcome any obstacle, you are ready to start carving a path that exhilarates you and will allow you to grow it into doing something you love.

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Give the Energy You Expect in Return!

Sarah C — Tue, 12 Jan 2021 18:17:49 +0000

Give the Energy You Expect in Return!

A good conductor is the mirror image of what they expect

A few years ago, we hired a summer intern to help with special projects in our office. Two weeks into her internship, she cautiously approached my office and asked if she talk to me for a minute. She requested two weeks of vacation. My instant reaction was “are you kidding, you just started as an intern!” but instead I calmly asked her why she was requesting the time off. She replied that she was a member of a choir that won a spot to represent Canada at a global competition Vienna. I assured her taking the time off was fine and approved her to pursue this unique opportunity with full compensation under one condition. That condition was she had to document her experiences and then translate those experiences into the business world and world of sales demonstrating how it would help our team grow.

Here’s what she came back with.

Conducting refers to the coordinated actions of a group to achieve a goal.

The primary duties of the conductor are to unify performers, set the tempo, execute clear preparations and beats, and to listen critically and shape the sound of the ensemble.

The best choral conductors are the most clear and consistent. The same can be applied to all leaders.

The best choral conductors are the most clear and consistent.

So, what’s the connection with sales?

Conductors act as guides to the orchestras and/or choirs they conduct.

They choose the works to be performed, study their scores to which they may make certain adjustments, work out their interpretation, and relay their ideas to the performers.

They may also attend to such organizational matters such as scheduling rehearsals.

Conducting isn’t just hand waving; it’s a very specific and often difficult choreography that should not vary between performances.

An excellent conductor will conduct in the same (or very similar) way in each rehearsal and performance.

When they choose to change a gesture, they should always make sure that the choir knows what is now expected of them.

A conductor must always be aware of the consequences of all their actions; conducting with a hand that is curved upward will almost always inexplicably encourage sopranos to go sharp, while conducting with a flat had encourages a more even sound.

Choristers, are so tuned to the conductor’s every move that even a change in their facial expression will have an effect on sound.

A cringe? They quiet down.

A smile? Their energy is doubled.

Nothing? They give nothing.

Essentially, a good conductor is the mirror image of what they expect their choir to be; they know the music just as well, if not better, and they give the energy that they expect in return.

Now, what you can take away from her learning to become the best conductor in your chosen field?

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Attitude, Mindset, Commitment, and…

Sarah C — Tue, 12 Jan 2021 18:04:49 +0000

Attitude, Mindset, Commitment, and Confidence: Together They Are Powerful!

Get set; things are just starting to heat up!

Upon graduating from university, I didn’t land that job in the marketing field that I desired. I didn’t realize it at the time, but this was a function of my commitment and confidence. Sending out hundreds of resumes and not being invited to interviews was a real eye-opener, and even more so, a real setback for me personally. It took some time, but I finally admitted to myself that I lacked both commitment and confidence, and I needed to overcome this. I forced myself to take steps to land that dream job with a “Fortune 500” company that I so desperately wanted.

The first step was simple: set the goal. The next step was a bit harder: understand that I required the proper mindset. I had to have a positive attitude and remain flexible while I strived to reach that goal.

I figured that landing the dream job wouldn’t happen overnight, and right then I just needed a job, period. With that mindset, I quickly landed a sales job with a chartered airline company. It wasn’t my ultimate goal, but it was a solid first step, and I committed to making the most of it. I gained valuable experience, and with that experience, my confidence grew. While not my dream job, this airline company took me into the world of sales—something I’d never done before.

Focused my energies on achieving great things. I was now “all in”

I still hadn’t reached my goal, but I was on my way. I realized that we sell all the time. Selling isn’t just about products or services: it’s about how you present yourself, and how you present your ideas to others. I’d been selling my whole life but hadn’t realized it.

Once in this role, I made a commitment to learning everything I possibly could about sales. I devoured books, talked to anyone in the sales field I could, and focused my energies on achieving great things. I was now “all in,” learning about sales and becoming a true sales professional. This attitude gave me greater confidence as I began to experience greater success. The result: I ultimately landed a job with a “Fortune 500” company. Goal achieved!

One small caveat, however. The “Fortune 500” opportunity was in a sales representative role, not the marketing role which I thought I had wanted. But the sales job felt natural. Even though it wasn’t exactly my goal, it was the right thing to do. I made the commitment to this new job and myself, and took on the position with the same attitude as I had before; only now, I had much greater confidence because of my past experiences and success. I used this approach to grow my confidence over the years. It allowed me to meet many interesting and influential people, and it delivered windows of opportunity I never even knew existed.

But at this point of my career, I still felt like something was missing. I felt like I could be doing more. I had a desire to do more. And so, I made a list of what I felt I was good at, what others told me I was good at, what I enjoyed doing as a child, what my goals in life were, and what a dream job or role was. Simply put, it was my time for a hard-personal assessment.

This assessment is what led me to starting my own business. In fact, this decision required an entirely new level of commitment. One I am still committed to today.

A commitment to learning includes studying your profession or industry, your role, and your customers. During my experience, I learned even more about commitment, doing things with enthusiasm, and living up to every obligation. Then, I delivered more than what was expected. As my confidence grew, I began carving out a message about who I was, what I was about, what my capabilities were, and what I wanted people to think about me.

Live up to every commitment you make. Once you do that, deliver more than what is expected. That is true commitment. It is an ongoing process, and should drive you every day, as it continues to drive me.

It all starts with you being sold on yourself. Get set; things are just starting to heat up!

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Building Confidence

Sarah C — Tue, 12 Jan 2021 17:49:31 +0000

Building Confidence

What can you do to improve your confidence?

Think of the best athlete, salesperson, coach, or executive you’ve ever met. You probably thought to yourself that they came across as so smooth or felt that they must be an expert in whatever it was they were presenting to you. The quality that gives you this impression is confidence. But what is confidence? How did they get there? And how can you increase your confidence level?

The thing about confidence is that no one can give it to you, and by its very nature it comes from within. It is by enduring challenges and fears that self-confidence begins to grow. Avoiding things that scare you will only allow those fears to compound and grow. Face your fears head on. Identify your fears, acknowledge them, prepare to face them and find the strength to overcome them.

Overcoming these obstacles gives you confidence to tackle unexpected roadblocks that will undoubtably appear in your path moving forward and this will translate into your work and communication abilities.

Identify your fears, acknowledge them, prepare to face them and find the strength to overcome them.

What can you do to improve your confidence?

Start by identifying things you are already good at. Remind yourself of what it feels like to be confident. Focus on that positive feeling and build on it to reach into other areas where you lack confidence.

Face your fears: address them head-on. Identify them, acknowledge them, and realize that you can find the strength to overcome them. Ultimately, your fears are in your head; if you face them, even a little bit of confidence can help to minimize them. The more you minimize your fears, the more you will be in control, and the greater your confidence will become. It’s a virtuous circle.

Tips – How to Build Confidence:

Create a list of what you are good at.
Create a list of what others think you are good at.
Study others that you admire, create a list of what they did to get where they are today.
Cross reference these lists – what are the similarities? The differences?

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Commitment – It’s an Obligation

Sarah C — Tue, 12 Jan 2021 17:40:26 +0000

Commitment – It’s an Obligation

We hear the term commitment a lot. What is commitment?

The 4 pillars we have introduced to help you establish the right foundation from which to build your winning platform and to help you succeed in your job or life are:

Attitude
Mindset
Commitment
Confidence

Vince Lombardi, the Hall of Fame Football Coach said, “Most people fail, not because of lack of desire, but because of lack of commitment.”

We hear the term commitment a lot. What is commitment?

Commitment is an agreement to do something in the future. More than an agreement, it’s an obligation. It’s about going “all in”, being consistent in what you do, being disciplined and persistent. It’s doing things that others don’t want to. And it’s hard!

Commitment is extremely hard to uphold for the long term, but when you commit, amazing things happen!

Years ago, I made a commitment to myself to start a business, to change myself, and to approach things differently. Specifically, I committed to changing the way athletes were marketed and how companies could build athletes into their marketing campaigns. I made it a personal obligation to help all stakeholders—athletes and companies alike.

Commitment is also about learning all the time. I’ve committed to becoming a professional in the field of sales far beyond what I ever knew existed. Today, I continue to be committed to growing and coaching and teaching people how to reach new heights previously unattainable. Always observe and learn from everything you do, then apply what you learned and push yourself.

Commitment is extremely hard to uphold for the long term, but when you commit, amazing things happen!

What are you committed to? Following is a commitment checklist to help you reach new heights!

Commitment Checklist

√ Set Goals. What are they? Write them down, evaluate and review every day

√ Be flexible

√ Make the most of every experience

√ Understand that you sell all the time

√ Study, read, observe, and apply what you learn

√ Live up to every commitment you make

√ Deliver more than what is expected

√ When you reach a goal, reset your goals

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