"Human action is purposeful behavior. Or we may say: Action is will put into operation and transformed into an agency, is aiming at ends and goals"
-Ludwig von Mises, Human Action, Part One, Acting Man, purposeful action and animal reaction.
The foundation of my management philosophy is rooted in the lessons of the Austrian School of Economics. I have found it useful as a lattice work for understanding customer and rep behavior.
Concepts From the Austrian School Every Sales Rep Should Know.
Sales management is the act of influencing purposeful behavior, getting the right actions from human beings. If human behavior cannot be altered; then what is the purpose of management and what is the purpose of leadership? We win and lose business on purpose.
To realize that you do not understand is a virtue; not to realize that you do not understand is a defect.
Is there anything more powerful in the human psyche than belief? Belief is power. Belief’s fundamentally drive behavior. Ultimately you do what you believe. If your team is doing something they don’t believe they won’t do it for long, you will eventually fail. Beliefs impact judgement and drive action.
Leadership is managing and shaping belief: on purpose! But belief always has context. In sales and sales management beliefs are important; everyone comes to the table with a set of beliefs, many of which evolve with time and experience.
Beliefs structure our interaction with the world. If you are not getting the result you want and you’re getting what appears to be the right actions. You might have a belief problem.