The Foundation of Extraordinary Performance



The role of a sales leader is to translate the organization’s vision, mission and values into a meaningful context that sales teams can relate to and feel excited by.

If this is achieved then they will have created a sales team with a shared mental model. This transforms an ordinary sales team into a high performing one. For clarity, here is a brief description of the following terms:

An organization’s vision is a guiding image of success formed in terms of a huge goal.

It is a description in words that conjures up a picture of the organization’s destination.

A compelling vision will stretch expectations, aspirations, and performance, indeed without that powerful, attractive, valuable vision, why bother?

A mission statement communicates the essence of an organization to its stakeholders and customers, and failure to clearly state and communicate an organization’s mission can have harmful consequences around its purpose.

As Lewis Caroll, through the words of the Cheshire Cat in Alice in Wonderland says, “If you don’t know where you’re going, it doesn’t matter which way you go.”

Guiding principles are the consequence of a mission statement that are intended to inform or shape all subsequent decision-making, which also provides normative criteria allowing policy-makers to accept, reject or modify policy interventions and activities. They are a guiding set of ideas that are articulated, understood and supported by the organization’s workforce.

Values are beliefs which the organization’s workforce hold in common and endeavor to put into practice. The values guide their performance and the decisions that are taken. Ideally, an individual’s personal values will align with the spoken and unspoken values of the organization.

By developing a written statement of the values of the organization, individuals have a chance to contribute to the articulation of these values, as well as to evaluate how well their personal values and motivation match those of the organization.

When all of this comes together, quite extraordinary performance is possible.


News: Here is a gentle nudge in case you have not yet registered ….

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We’re On Our Way to Wembley!

Top Global Learning Services Company Wilson Learning Worldwide is presenting two free of charge highly interactive workshop events at Wembley Stadium, London on March 5th 2013.

During the morning session, they will be discussing the four elements required to ‘Go Global, Go Prepared’,

“In Wilson Learning’s experience, there are 4 elements critical to a successful global learning project. Our belief is that the 4 elements are about the team that is doing the implementation – and good learning, for all intents and purposes, is the ticket to play!” Register Now!

The afternoon session is focused on ‘The New Rules: 3 ways to score in Sales’.  “The New Rules” of buying and selling, and introduces the 3 ways to score in Sales, regaining control of the sales process from today’s well informed buyers. Register Now!

The workshops will be led by Worldwide Senior Vice President Global Marketing and Support at Wilson Learning, and International Speaker, Mr. David Yesford.

Both events are open to business leaders from the UK and across Europe.

Attendance is FREE. Lunch and Wembley Tour included! Register Now!  

I will be attending and I do hope you will be able to join me. I cannot think of a more spectacular setting – overlooking the hallowed turf of one of the most famous stadiums in the world.

I look forward to seeing you there!



  1. says

    Love the Lewis Carroll quote and a global view and direction is clearly vital, and just as easily overlooked when concrete details and to-dos loom forward.

    Enjoy the workshop!

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