Inhoudsopgave
LES 1 - TEAM MANAGEMENT ........................................................................................................... 6
KENMERKEN VAN EEN TEAM................................................................................................................... 6
WAAROM WERKEN OBJECTIEVEN MOTIVEREND? ........................................................................................ 7
OBJECTIEVEN: ............................................................................................................................................. 7
BEDOELINGEN: ........................................................................................................................................... 8
CASE TOP TEAM .................................................................................................................................. 9
GROUPTHINK .................................................................................................................................... 10
SIGNS OF GROUPTHINK .............................................................................................................................. 10
INVLOED VAN DE OMGEVING OP TEAMWORK ................................................................................................ 11
TEAM MANAGEMENT IS GEKENMERKT DOOR ENKELE FASEN ........................................................................ 12
TEAM MANAGEMENT: ENKELE UITSPRAKEN ............................................................................................ 13
DE ROOS VAN LEARY .......................................................................................................................... 14
HET MODEL VAN LEARY IS GEBASEERD OP 2 DIMENSIES. .................................................................................. 14
HORIZONTALE DIMENSIE ............................................................................................................................ 15
VERTICALE DIMENSIE ................................................................................................................................. 15
TYPISCHE ZAKEN IN DE BASISKWADRANTEN ............................................................................................. 15
DE LEIDER ALS COACH ......................................................................................................................... 16
COACHING ....................................................................................................................................... 16
ENKELE BEDENKINGEN ........................................................................................................................ 17
LES 2 - TIME MANAGEMENT .......................................................................................................... 18
BASISWETTEN ................................................................................................................................... 18
TIJDROVERS...................................................................................................................................... 20
TIPS VOOR EEN BETERE ZELFORGANISATIE................................................................................................ 22
MEETINGS ....................................................................................................................................... 23
POOR TIME MANAGERS ....................................................................................................................... 25
GOOD TIME MANAGERS ...................................................................................................................... 25
WHERE TO START? ............................................................................................................................. 26
KEEP IN MIND ................................................................................................................................... 27
PRIORITIZEREN .................................................................................................................................. 27
LES 3 - STRESS MANAGEMENT.............................................................................................................. 28
HOE ONTSTAAT STRESS?...................................................................................................................... 28
BOOGMETAFOOR ...................................................................................................................................... 28
WAT IS STRESS? ................................................................................................................................ 29
PICKSTRESS .............................................................................................................................................. 29
OORZAKEN VAN STRESS....................................................................................................................... 29
HOE OMGAAN MET STRESS?................................................................................................................. 31
STRESS PREVENTIE? ............................................................................................................................ 32
STRESS OP HET WERK: WAT U WEL EN NIET MAG GELOVEN.......................................................................... 32
STRESSOREN VAN BINNENUIT ............................................................................................................... 33
WERKSTRESS WORDT BEPAALD DOOR .................................................................................................... 33
STRESS MANAGEMENT TECHNIEKEN ....................................................................................................... 34
CHANGE MANAGEMENT ............................................................................................................... 35
1
,DEEL 1 ........................................................................................................................................... 35
WHEN I SAY “CHANGE” YOU SAY........................................................................................................... 35
CAN YOU INDICATE SOME FACTORS FACILITATING THE CHANGE PROCESS?....................................................... 36
WAT MAAKT HET GEMAKKELIJKER OM VERANDERINGEN IN ORGANISATIES DOOR TE VOEREN? ............................ 36
CAN YOU INDICATE SOME FACTORS DETERIORATING THE CHANGE PROCESS? WELKE FACTOREN MAKEN
VERANDERINGSPROCESSEN MOEILIJKER? ................................................................................................. 37
TYPES OF CHANGE .............................................................................................................................. 38
IMPACT VAN VERANDERINGEN .............................................................................................................. 39
CURRENT SITUATION ................................................................................................................................. 42
CAN YOU INDICATE SOME FACTORS FORCES (EXTERNAL AND INTERNAL) THAT CAUSE CHANGE? ........................... 42
EXTERNAL FORCES ..................................................................................................................................... 42
INTERNAL FORCES ...................................................................................................................................... 42
STEPS IN A CHANGE PROCESS ................................................................................................................ 43
EEN VERANDERING IS SITUATIONEEL. ............................................................................................................. 43
TRANSITIE IS PSYCHOLOGISCH ...................................................................................................................... 43
DE PRODUCTIVITEITSCURVE.................................................................................................................. 44
DEEL 2 ........................................................................................................................................... 45
PSI - PERSONAL STYLE INDICATOR ......................................................................................................... 45
BASIC NEEDS (BEHOEFTEN) ......................................................................................................................... 45
SECUTIRY NEED ........................................................................................................................................ 46
SOCIAL NEED ............................................................................................................................................ 46
EGO NEED................................................................................................................................................ 47
DEVELOPMENT NEED ................................................................................................................................. 47
SOFT ISSUES AND HARD ISSUES ............................................................................................................. 48
RESISTANCE TO CHANGE. ..................................................................................................................... 48
WIE ZIET WAT BIJ VERANDERING? ......................................................................................................... 49
MANAGER ............................................................................................................................................... 49
MEDEWERKERS......................................................................................................................................... 49
IF YOU SAY CHANGE, THEY SAY: ............................................................................................................. 50
BEFORE EMBARKING ON CHANGE .......................................................................................................... 50
PRODUCING CHANGE .......................................................................................................................... 51
POINTS TO REMEMBER ........................................................................................................................ 51
LEIDERSCHAP IN KADER VAN VERANDERING ............................................................................................. 52
CONGRUENTIE THEORIE ....................................................................................................................... 53
VOORBEELD VERANDERING:........................................................................................................................ 53
CHANGE IMPACT ............................................................................................................................... 54
LEADERSHIP .................................................................................................................................. 55
LEIDERSCHAPSPRINCIPE (HENKEL) ......................................................................................................... 55
BESTAAT ER EEN RELATIE TUSSEN IQ EN EQ? ........................................................................................... 55
CULTURAL QUOTENT (CQ) .................................................................................................................. 55
POLITICAL QUOTENT (PQ) ................................................................................................................... 55
EMOTIONELE INTELLIGENTIE ................................................................................................................. 56
EMOTIONELE INTELLIGENTIE HEEFT OOK TE MAKEN MET ACTIVE LISTENING...................................................... 56
VERSCHILLENDE VORMEN VAN LUISTEREN ...................................................................................................... 56
NON-VERBALE ELEMENTEN ......................................................................................................................... 57
2
,PEOPLE WITH A HIGHER EQ.................................................................................................................. 58
LEADERSHIP SUCCES FACTORS ............................................................................................................... 58
JACK WELSCH EN DE 4 E’S ................................................................................................................... 59
ENERGY ................................................................................................................................................... 59
ENERGIZED ............................................................................................................................................... 59
EDGE ....................................................................................................................................................... 59
EXECUTION .............................................................................................................................................. 59
MANAGER OR LEADER? ....................................................................................................................... 59
CREATING A GREAT ORGANIZATION ....................................................................................................... 60
BENADRUK DE CHARISMATISCHE ROL ........................................................................................................... 60
ARE YOU CHARISMATIC? ..................................................................................................................... 60
PERSOONLIJKHEID VAN CHARISMATISCHE LEIDERS ..................................................................................... 61
KENMERKENDE COMMUNICATIESKILLS VOOR CHARISMATISCHE LEIDERS ......................................................... 62
THE LEADERSHIP MYSTICE .................................................................................................................... 62
SITUATIONAL LEADERSHIP............................................................................................................. 63
SITUATIONAL LEADERSHIP MODEL VAN HERSEY & BLANCHARD .................................................................... 64
COMPETENCE ........................................................................................................................................... 64
COMMITMENT .......................................................................................................................................... 64
MANAGEMENT DILEMMA .................................................................................................................... 66
LEADERSHIP QUALITIES........................................................................................................................ 67
MOTIVATION................................................................................................................................. 68
HOE HERKEN JE GEMOTIVEERDE MEDEWERKERS? ...................................................................................... 68
WAT DRIJFT MOTIVATIE? ..................................................................................................................... 68
UNIVERSEEL MOTIVATIEMODEL ............................................................................................................. 69
NEGATIEVE MOTIVATIE .............................................................................................................................. 69
POSITIEVE MOTIVATIE ................................................................................................................................ 69
WAAROM WERKEN OBJECTIEVEN MOTIVEREND? ...................................................................................... 70
PAY & BENEFITS ................................................................................................................................ 71
PAY LEVEL ................................................................................................................................................ 71
PAY STRUCTURE ........................................................................................................................................ 71
BENEFITS ................................................................................................................................................. 71
EQUITY THEORY................................................................................................................................. 72
WANNEER IS HET EQUITY IN HET BEDRIJF? ..................................................................................................... 72
WANNEER IS HET INEQUITY IN HET BEDRIJF? .................................................................................................. 72
EMPOWERMENT................................................................................................................................ 73
WAT IS MANAGEMENT? ................................................................................................................ 74
MANAGEMENT PROCESS ..................................................................................................................... 75
PLANNING................................................................................................................................................ 75
ORGANIZING ............................................................................................................................................ 75
LEADING .................................................................................................................................................. 75
CONTROLLING .......................................................................................................................................... 75
DISTRIBUTION OF TIME PER ACTIVITY BY ORGANIZATIONAL LEVEL – EXAMEN ............................................... 76
TOP MANAGERS - (CEO) ........................................................................................................................... 76
FIRST-LEVEL MANAGERS - (CREW LEADER, OFFICE MANAGER) ......................................................................... 76
3
, MIDDLE MANAGERS – (SALES MANAGER) .................................................................................................... 76
MANAGEMENT SKILLS ........................................................................................................................ 77
MANAGEMENT ROLES ........................................................................................................................ 77
INTERPERSONAL ROLES .............................................................................................................................. 77
INFORMATIONAL ROLES ............................................................................................................................. 77
DECISIONAL ROLES .................................................................................................................................... 77
MANAGEMENT SKILLS AND FUCTIONS .................................................................................................... 78
PROJECT MANAGERS .......................................................................................................................... 78
DIFFERENCES BETWEEN LARGE AND SMALL COMPANIES .............................................................................. 79
PLANNING........................................................................................................................................ 79
ORGANIZING .................................................................................................................................... 79
LEADING .......................................................................................................................................... 79
CONTROLLING ................................................................................................................................... 79
PLANNING........................................................................................................................................ 80
ORGANIZING .................................................................................................................................... 80
LEADING .......................................................................................................................................... 80
CONTROLLING ................................................................................................................................... 80
VERKOOPORGANISATIESTRUCTUREN ............................................................................................ 81
WAT IS DE BEDOELING VAN EEN VERKOOPORGANISATIESTRUCTUUR? ............................................................ 81
4 TYPEN ORGANISATIESTRUCTUREN ....................................................................................................... 82
TYPE 1: GEOGRAFISCHE VERKOOPORGANISATIE ............................................................................................. 83
TYPE 2: PRODUCT VERKOOPORGANISATIE..................................................................................................... 83
TYPE 3: MARKT VERKOOPORGANISATIE........................................................................................................ 83
TYPE 4: PRODUCT-MARKT VERKOOPORGANISATIE ......................................................................................... 84
WELKE VERKOOPORGANISATIESTRUCTUUR IS DE BESTE? ............................................................................. 85
KEY-ACCOUNT VERKOOPORGANISATIE .................................................................................................... 85
WAT IS EEN KEY-ACCOUNT? ........................................................................................................................ 85
VERSCHILLENDE CRITERIA VOOR EEN KEY-ACCOUNT ........................................................................................ 85
VERKOOPPROFIELEN ..................................................................................................................... 87
TYPES VERKOPERS .............................................................................................................................. 87
TYPE 1: PROBLEEMGEVALLEN ..................................................................................................................... 88
TYPE 2: DOORGROEIERS............................................................................................................................. 88
TYPE 3: ABSOLUTE TOPPERS ....................................................................................................................... 89
- HOGE ACTUELE RESULTATEN, MAAR TEGELIJKERTIJD HEBBEN ZE NOG EEN GROOT
GROEIPOTENTIEEL. ZE BLIJVEN BETER WORDEN. ...................................................................................... 89
- ABSOLUTE TOPPERS WETEN VAN ZICHZELF DAT ZE GOED ZIJN EN NOG BETER KUNNEN
WORDEN. 89
- ZE LEVEN VAAK VAN APPLAUS EN AANDACHT. HET ZIJN AMBITIEUZE MENSEN, EGOTRIPPERS
DIE ZICH NIET AAN DE REGELS HOUDEN OMDAT ZE DENKEN DAT ZE BOVEN DE REGELS STAAN. ZE GAAN
ERVAN UIT DAT ZE DAT MOGEN DOEN OMDAT HET BEDRIJF HEN NODIG HEEFT, WANT ZE ZIJN DE BESTE
VERKOPERS. ........................................................................................................................................... 89
- ZE LEGGEN GRAAG IETS UIT AAN DE MENSEN EN VERTELLEN GRAAG HUN SUCCESVERHAAL.
OP DIE MANIER KUNNEN ZE NIEUWKOMERS EEN STUK INSPIREREN. .......................................................... 89
- ZET ZE NOOIT IN OM NIEUWE MENSEN TE BEGELEIDEN, ZE ZIJN TE VEEL GERICHT OP ZICHZELF EN
HEBBEN DAAR GEEN GEDULD VOOR. ..................................................................................................... 89
4
LES 1 - TEAM MANAGEMENT ........................................................................................................... 6
KENMERKEN VAN EEN TEAM................................................................................................................... 6
WAAROM WERKEN OBJECTIEVEN MOTIVEREND? ........................................................................................ 7
OBJECTIEVEN: ............................................................................................................................................. 7
BEDOELINGEN: ........................................................................................................................................... 8
CASE TOP TEAM .................................................................................................................................. 9
GROUPTHINK .................................................................................................................................... 10
SIGNS OF GROUPTHINK .............................................................................................................................. 10
INVLOED VAN DE OMGEVING OP TEAMWORK ................................................................................................ 11
TEAM MANAGEMENT IS GEKENMERKT DOOR ENKELE FASEN ........................................................................ 12
TEAM MANAGEMENT: ENKELE UITSPRAKEN ............................................................................................ 13
DE ROOS VAN LEARY .......................................................................................................................... 14
HET MODEL VAN LEARY IS GEBASEERD OP 2 DIMENSIES. .................................................................................. 14
HORIZONTALE DIMENSIE ............................................................................................................................ 15
VERTICALE DIMENSIE ................................................................................................................................. 15
TYPISCHE ZAKEN IN DE BASISKWADRANTEN ............................................................................................. 15
DE LEIDER ALS COACH ......................................................................................................................... 16
COACHING ....................................................................................................................................... 16
ENKELE BEDENKINGEN ........................................................................................................................ 17
LES 2 - TIME MANAGEMENT .......................................................................................................... 18
BASISWETTEN ................................................................................................................................... 18
TIJDROVERS...................................................................................................................................... 20
TIPS VOOR EEN BETERE ZELFORGANISATIE................................................................................................ 22
MEETINGS ....................................................................................................................................... 23
POOR TIME MANAGERS ....................................................................................................................... 25
GOOD TIME MANAGERS ...................................................................................................................... 25
WHERE TO START? ............................................................................................................................. 26
KEEP IN MIND ................................................................................................................................... 27
PRIORITIZEREN .................................................................................................................................. 27
LES 3 - STRESS MANAGEMENT.............................................................................................................. 28
HOE ONTSTAAT STRESS?...................................................................................................................... 28
BOOGMETAFOOR ...................................................................................................................................... 28
WAT IS STRESS? ................................................................................................................................ 29
PICKSTRESS .............................................................................................................................................. 29
OORZAKEN VAN STRESS....................................................................................................................... 29
HOE OMGAAN MET STRESS?................................................................................................................. 31
STRESS PREVENTIE? ............................................................................................................................ 32
STRESS OP HET WERK: WAT U WEL EN NIET MAG GELOVEN.......................................................................... 32
STRESSOREN VAN BINNENUIT ............................................................................................................... 33
WERKSTRESS WORDT BEPAALD DOOR .................................................................................................... 33
STRESS MANAGEMENT TECHNIEKEN ....................................................................................................... 34
CHANGE MANAGEMENT ............................................................................................................... 35
1
,DEEL 1 ........................................................................................................................................... 35
WHEN I SAY “CHANGE” YOU SAY........................................................................................................... 35
CAN YOU INDICATE SOME FACTORS FACILITATING THE CHANGE PROCESS?....................................................... 36
WAT MAAKT HET GEMAKKELIJKER OM VERANDERINGEN IN ORGANISATIES DOOR TE VOEREN? ............................ 36
CAN YOU INDICATE SOME FACTORS DETERIORATING THE CHANGE PROCESS? WELKE FACTOREN MAKEN
VERANDERINGSPROCESSEN MOEILIJKER? ................................................................................................. 37
TYPES OF CHANGE .............................................................................................................................. 38
IMPACT VAN VERANDERINGEN .............................................................................................................. 39
CURRENT SITUATION ................................................................................................................................. 42
CAN YOU INDICATE SOME FACTORS FORCES (EXTERNAL AND INTERNAL) THAT CAUSE CHANGE? ........................... 42
EXTERNAL FORCES ..................................................................................................................................... 42
INTERNAL FORCES ...................................................................................................................................... 42
STEPS IN A CHANGE PROCESS ................................................................................................................ 43
EEN VERANDERING IS SITUATIONEEL. ............................................................................................................. 43
TRANSITIE IS PSYCHOLOGISCH ...................................................................................................................... 43
DE PRODUCTIVITEITSCURVE.................................................................................................................. 44
DEEL 2 ........................................................................................................................................... 45
PSI - PERSONAL STYLE INDICATOR ......................................................................................................... 45
BASIC NEEDS (BEHOEFTEN) ......................................................................................................................... 45
SECUTIRY NEED ........................................................................................................................................ 46
SOCIAL NEED ............................................................................................................................................ 46
EGO NEED................................................................................................................................................ 47
DEVELOPMENT NEED ................................................................................................................................. 47
SOFT ISSUES AND HARD ISSUES ............................................................................................................. 48
RESISTANCE TO CHANGE. ..................................................................................................................... 48
WIE ZIET WAT BIJ VERANDERING? ......................................................................................................... 49
MANAGER ............................................................................................................................................... 49
MEDEWERKERS......................................................................................................................................... 49
IF YOU SAY CHANGE, THEY SAY: ............................................................................................................. 50
BEFORE EMBARKING ON CHANGE .......................................................................................................... 50
PRODUCING CHANGE .......................................................................................................................... 51
POINTS TO REMEMBER ........................................................................................................................ 51
LEIDERSCHAP IN KADER VAN VERANDERING ............................................................................................. 52
CONGRUENTIE THEORIE ....................................................................................................................... 53
VOORBEELD VERANDERING:........................................................................................................................ 53
CHANGE IMPACT ............................................................................................................................... 54
LEADERSHIP .................................................................................................................................. 55
LEIDERSCHAPSPRINCIPE (HENKEL) ......................................................................................................... 55
BESTAAT ER EEN RELATIE TUSSEN IQ EN EQ? ........................................................................................... 55
CULTURAL QUOTENT (CQ) .................................................................................................................. 55
POLITICAL QUOTENT (PQ) ................................................................................................................... 55
EMOTIONELE INTELLIGENTIE ................................................................................................................. 56
EMOTIONELE INTELLIGENTIE HEEFT OOK TE MAKEN MET ACTIVE LISTENING...................................................... 56
VERSCHILLENDE VORMEN VAN LUISTEREN ...................................................................................................... 56
NON-VERBALE ELEMENTEN ......................................................................................................................... 57
2
,PEOPLE WITH A HIGHER EQ.................................................................................................................. 58
LEADERSHIP SUCCES FACTORS ............................................................................................................... 58
JACK WELSCH EN DE 4 E’S ................................................................................................................... 59
ENERGY ................................................................................................................................................... 59
ENERGIZED ............................................................................................................................................... 59
EDGE ....................................................................................................................................................... 59
EXECUTION .............................................................................................................................................. 59
MANAGER OR LEADER? ....................................................................................................................... 59
CREATING A GREAT ORGANIZATION ....................................................................................................... 60
BENADRUK DE CHARISMATISCHE ROL ........................................................................................................... 60
ARE YOU CHARISMATIC? ..................................................................................................................... 60
PERSOONLIJKHEID VAN CHARISMATISCHE LEIDERS ..................................................................................... 61
KENMERKENDE COMMUNICATIESKILLS VOOR CHARISMATISCHE LEIDERS ......................................................... 62
THE LEADERSHIP MYSTICE .................................................................................................................... 62
SITUATIONAL LEADERSHIP............................................................................................................. 63
SITUATIONAL LEADERSHIP MODEL VAN HERSEY & BLANCHARD .................................................................... 64
COMPETENCE ........................................................................................................................................... 64
COMMITMENT .......................................................................................................................................... 64
MANAGEMENT DILEMMA .................................................................................................................... 66
LEADERSHIP QUALITIES........................................................................................................................ 67
MOTIVATION................................................................................................................................. 68
HOE HERKEN JE GEMOTIVEERDE MEDEWERKERS? ...................................................................................... 68
WAT DRIJFT MOTIVATIE? ..................................................................................................................... 68
UNIVERSEEL MOTIVATIEMODEL ............................................................................................................. 69
NEGATIEVE MOTIVATIE .............................................................................................................................. 69
POSITIEVE MOTIVATIE ................................................................................................................................ 69
WAAROM WERKEN OBJECTIEVEN MOTIVEREND? ...................................................................................... 70
PAY & BENEFITS ................................................................................................................................ 71
PAY LEVEL ................................................................................................................................................ 71
PAY STRUCTURE ........................................................................................................................................ 71
BENEFITS ................................................................................................................................................. 71
EQUITY THEORY................................................................................................................................. 72
WANNEER IS HET EQUITY IN HET BEDRIJF? ..................................................................................................... 72
WANNEER IS HET INEQUITY IN HET BEDRIJF? .................................................................................................. 72
EMPOWERMENT................................................................................................................................ 73
WAT IS MANAGEMENT? ................................................................................................................ 74
MANAGEMENT PROCESS ..................................................................................................................... 75
PLANNING................................................................................................................................................ 75
ORGANIZING ............................................................................................................................................ 75
LEADING .................................................................................................................................................. 75
CONTROLLING .......................................................................................................................................... 75
DISTRIBUTION OF TIME PER ACTIVITY BY ORGANIZATIONAL LEVEL – EXAMEN ............................................... 76
TOP MANAGERS - (CEO) ........................................................................................................................... 76
FIRST-LEVEL MANAGERS - (CREW LEADER, OFFICE MANAGER) ......................................................................... 76
3
, MIDDLE MANAGERS – (SALES MANAGER) .................................................................................................... 76
MANAGEMENT SKILLS ........................................................................................................................ 77
MANAGEMENT ROLES ........................................................................................................................ 77
INTERPERSONAL ROLES .............................................................................................................................. 77
INFORMATIONAL ROLES ............................................................................................................................. 77
DECISIONAL ROLES .................................................................................................................................... 77
MANAGEMENT SKILLS AND FUCTIONS .................................................................................................... 78
PROJECT MANAGERS .......................................................................................................................... 78
DIFFERENCES BETWEEN LARGE AND SMALL COMPANIES .............................................................................. 79
PLANNING........................................................................................................................................ 79
ORGANIZING .................................................................................................................................... 79
LEADING .......................................................................................................................................... 79
CONTROLLING ................................................................................................................................... 79
PLANNING........................................................................................................................................ 80
ORGANIZING .................................................................................................................................... 80
LEADING .......................................................................................................................................... 80
CONTROLLING ................................................................................................................................... 80
VERKOOPORGANISATIESTRUCTUREN ............................................................................................ 81
WAT IS DE BEDOELING VAN EEN VERKOOPORGANISATIESTRUCTUUR? ............................................................ 81
4 TYPEN ORGANISATIESTRUCTUREN ....................................................................................................... 82
TYPE 1: GEOGRAFISCHE VERKOOPORGANISATIE ............................................................................................. 83
TYPE 2: PRODUCT VERKOOPORGANISATIE..................................................................................................... 83
TYPE 3: MARKT VERKOOPORGANISATIE........................................................................................................ 83
TYPE 4: PRODUCT-MARKT VERKOOPORGANISATIE ......................................................................................... 84
WELKE VERKOOPORGANISATIESTRUCTUUR IS DE BESTE? ............................................................................. 85
KEY-ACCOUNT VERKOOPORGANISATIE .................................................................................................... 85
WAT IS EEN KEY-ACCOUNT? ........................................................................................................................ 85
VERSCHILLENDE CRITERIA VOOR EEN KEY-ACCOUNT ........................................................................................ 85
VERKOOPPROFIELEN ..................................................................................................................... 87
TYPES VERKOPERS .............................................................................................................................. 87
TYPE 1: PROBLEEMGEVALLEN ..................................................................................................................... 88
TYPE 2: DOORGROEIERS............................................................................................................................. 88
TYPE 3: ABSOLUTE TOPPERS ....................................................................................................................... 89
- HOGE ACTUELE RESULTATEN, MAAR TEGELIJKERTIJD HEBBEN ZE NOG EEN GROOT
GROEIPOTENTIEEL. ZE BLIJVEN BETER WORDEN. ...................................................................................... 89
- ABSOLUTE TOPPERS WETEN VAN ZICHZELF DAT ZE GOED ZIJN EN NOG BETER KUNNEN
WORDEN. 89
- ZE LEVEN VAAK VAN APPLAUS EN AANDACHT. HET ZIJN AMBITIEUZE MENSEN, EGOTRIPPERS
DIE ZICH NIET AAN DE REGELS HOUDEN OMDAT ZE DENKEN DAT ZE BOVEN DE REGELS STAAN. ZE GAAN
ERVAN UIT DAT ZE DAT MOGEN DOEN OMDAT HET BEDRIJF HEN NODIG HEEFT, WANT ZE ZIJN DE BESTE
VERKOPERS. ........................................................................................................................................... 89
- ZE LEGGEN GRAAG IETS UIT AAN DE MENSEN EN VERTELLEN GRAAG HUN SUCCESVERHAAL.
OP DIE MANIER KUNNEN ZE NIEUWKOMERS EEN STUK INSPIREREN. .......................................................... 89
- ZET ZE NOOIT IN OM NIEUWE MENSEN TE BEGELEIDEN, ZE ZIJN TE VEEL GERICHT OP ZICHZELF EN
HEBBEN DAAR GEEN GEDULD VOOR. ..................................................................................................... 89
4
