This is the first in a series of articles on Sales Success by someone with good claim to be South Africa’s leading motivator of sales improvements, Mick McCormick. He is founder of the McCormick Institute of Training and developer of a unique approach to motivation, as evidenced by his first topic, the importance of personal well-being – the wheel of life and attitude.
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A healthy salesforce must be one of the most important factors for any company wanting to thrive in a VUCA world. Your salesforce are the worker bees of your company hive. They are the ones connecting to the industry, the ones who bring the pollen and nectar back to the hive to keep it producing honey. Your salesforce is the heart of your business.
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“We  can’t do this! The economy is just too volatile and uncertain.  It is just too complex.”

I come across many business owners who echo this sentiment. Doing business in South Africa is leaving them feeling doubtful and lethargic. This is one of the symptoms of a VUCA world. VUCA is an acronym that originated in the American Military to describe extreme conditions that soldiers would have to face in Afghanistan and Iraq. It stands for Volatile, Uncertain, Complex and Ambiguous or as I prefer in the business world, Accelerated. It fits like a glove when we look at the South African business environment.
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Your company is like a bus with a very specific destination – business success! Your very first and most important step when gearing up to thrive in a VUCA world, is not (as you would think) to overhaul and service the vehicle. Whether you are driving a luxury cruiseliner or a skorokoro in need of some attention, is besides the point. What is of vital importance, is the people that will coming along for the ride.
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