What is a mindset?
What is a mindset?
/ Geschreven door Ruth Kremer
What is a mindset?

Prof. Willem Verbeke – Hoogleraar Sales & Account Management – Erasmus Universiteit

The term mind-set has been used quite frequently by many people but its meaning is in many ways not clear. So, let’s better define what is meant by a mind-set! A mind-set is a perspective which a group of people has generated based on their experience and insights. This perspective in turn, if adopted by a group of people, guides people’s perceptions and actions which makes them to attend to different aspects in their social and business environment. When people engage in these practices over a longer period of time they build capabilities: they notice new distinctions within the market, understand what new trends are happening.

Let’s take two different mind-sets and see if they make any difference.

a)      Mind-set 1: sales men should sell goods to companies so they need to better manage their  pipeline so that their customer portfolio grows sufficiently. Better sales men are those who keep track of their CRM system and manage their pipeline better.

b)      Mind-set 2: “Companies do not buy but people do.” So sales men ought to meet these people, who have conflicting interests. Via conversations the sales person unites them so that they accept the offer more quickly.

So if a manager is talking about the first mind-set, he motivates his sales people to think about the portfolio of customers. However, they might not give enough attention to the crucial players in the customer’s company. That are the people within the customer’s company who have conflicting interests. Perhaps these people constantly think about their pipeline but they do not see that you ought to go out there and meet those people who have conflicting interests, and bring them together.

In the second case, if a manager constantly talks about the fact that it’s the people in the customer’s company who do the actually buying, he motivates his sales people to go out there and talk to people for instance during network events. This helps them to get an appointment at their firm.

Needless to say that as time goes by, these sales people acquire different capabilities: in the first case the sales person develops analytical skills but in the second case sales people probably become more street smart. Street smart people become known in the business community and people want to associate with them, so they develop a self reinforcing circle.

Reacties op "What is a mindset?"

  • uk bookmakers schreef op 7 december 2010

    Good work, keep us updating, you are good writer!

  • knockoff bags schreef op 16 augustus 2010

    your is such a good idea. I really like it and think it’s very useful–even though I didn’t major in math. But demystifying its usefulness in today’s world should be very helpful to those you might consider majoring in it.

  • wholesale mlb jerseys schreef op 26 april 2010

    Nice article. Thank you for this info

  • catchyourtalent schreef op 20 april 2010

    Thxs for your compliments. If there is a subject you would like to know more about. Let us know and we will write about it!

  • RFID Reader schreef op 20 april 2010

    very good information you write it very clean. I’m very lucky to get this information from

    you. RFID Reader

  • mail free samples schreef op 20 april 2010

    Good share,you article very great, very usefull for us…thank you

  • LeBron James shoes schreef op 19 april 2010

Geef een reactie

Het e-mailadres wordt niet gepubliceerd. Vereiste velden zijn gemarkeerd met *