Having worked in Sales for more than 18 years, I have learned that all sales professionals have a common need for recognition and motivation. Only about 5-20 % of sales people are, “intrinsically motivated” meaning internally driven and not seekers of recognition, whereas 80 percent are “extrinsically motivated” and want ongoing encouragement, praise and recognition to keep up sales.
For many sales managers, most of whom are self-motivated and don’t seek out recognition, it can come as a complete shock that three quarters of their sales team may be extrinsically motivated . This awareness gap can cause serious morale and productivity issues if the recognition needs of the sales teams are not addressed adequately. American Psychologist published a study where researchers found that top performers experienced a positive to negative emotions ratio at a minimum 3:1 and as high as 11:1. In other words, for a person to “thrive” he/she needs to experience at least 3 positive interactions for every 1 negative. Negative feedback is a regular part of a salesperson’s daily life so you can imagine how important it becomes to give regular praise and recognition to sales teams to keep them feeling upbeat and motivated. Read More »
Cisco Learning Partners help Cisco prepare partners to meet their customers’ technology needs by providing technical and business-readiness authorized training and enablement. At the Global Learning Partner Conference, March 23, 2014, in Las Vegas, we unveiled the winners of the 2014 Global Learning Partner Awards to recognize exemplary Learning Partners who demonstrate best-in-class business practices and serve as a model to the industry. Congratulations to the winners below: Read More »
Picture this scene, which took place last month at Cisco’s Partner Summit in Las Vegas. I had been talking for a few minutes in the lobby of the Venetian with a long-time Cisco partner when he suddenly asked, “Raja, how are you guys at Cisco going to help us use services to capitalize on cloud and hybrid IT?” I answered: “Plenty…and rapidly expanding.”
First the back story, then the details.
By now, we all know that new technology consumption patterns have shifted the business model that customers are demanding. Much of this has to do with the increased influence that line of business decision makers now have on IT buying decisions. Consider this. In just two years, 35 percent of IT spend will reside in the business — outside the control of IT – according to a recent study.1 A whopping 90 percent of IT spend will be controlled by the business in 2020. As the saying goes, “We’re not in Kansas anymore, Toto.”
Then there’s the lightning-quick shift to a variety of new cloud models. In just two years, cloud spending will account for the majority of new IT spending, according to Gartner.2 That same research also predicts that by the end of 2017, nearly half of large enterprises will have hybrid cloud deployments. Read More »
I’ve been home from Las Vegas for a little more than week now, and the excitement from Cisco Partner Summit 2014 has yet to wear off. I hope you were able to either attend the event in Las Vegas or participate via Virtual Partner Summit (VPS). It’s hard to believe we wrapped up last Thursday evening. Of course our coverage has continued this week, but we’re wrapping that up today as well.
Before we close out our coverage of Cisco Partner Summit 2014, let’s jump all the way back to the beginning, so to speak. While speaking to several of our executives at Cisco Partner Summit, I asked them to give me a rundown of what’s on partners’ minds coming into Cisco Partner Summit 2014. You had the opportunity to see the responses from John Chambers, Chairman and CEO; Rob Lloyd, President, Development and Sales; Bruce Klein, Senior Vice President, Worldwide Partner Organization; and Edison Peres, Senior Vice President, Worldwide Channels last week in Las Vegas.
As you see in the video, a wide range of partners have a lot of the same thoughts. Just look at what Edzard Overbeek, Senior Vice President of Cisco Services, said he heard from partners, “There are two or three things standing out. First of all cloud, and I hope we’ve answered that with the Intercloud announcement, and how critical the network of clouds is for our partner community. The second piece is the transition from product; technology selling into outcomes based selling.”
As we continue to wrap up our coverage of Cisco Partner Summit 2014 be sure to go back and read the day one, day two and day three recaps of last week’s event, just in case you missed any of the big news from Cisco Partner Summit.
I was able to sit down last week with Edison Peres, Senior Vice President, Worldwide Channels to talk about what partners have been telling him heading into Cisco Partner Summit, and he spent some time detailing what partners really need to know about the evolution of the Next Generation Channel Partner Program.
Be sure to check in on the Channels Blog tomorrow as we finish up our coverage of Cisco Partner Summit 2014, and let us know what’s on your mind in the comments section below!