Commercial resilience explained by Professor Willem Verbeke. In February 2022, Verbeke held for relations of The SalesCenter a lecture on this theme. For years he has researched why one person is successful in the commercial field and another less so. Together with neuroscientists and psychologists, he discovered that there are about 5 areas where you can make a classification around the degree of success. Those who are truly successful, the resilient professional, are strong in all these 5 areas.
Successful professionals apply the 5 principles of ZALVT and excel at all of these elements.
ZALVT stands for:
Commercial resilience finds its basis in these pillars. The resilient professional is able to give substance to these areas both within his organization and outside.
As already indicated, there is measurable difference between a more or less resilient person. Commercial managers often see this reflected in the personal results of the sales team. Within such a sales team, the resilient professional stands out. This person is not guided by circumstances and is not thrown off guard by setbacks or resistances. You will find such resilient professionals in all types of teams and companies.
To form a picture of who is resilient and who is not, Professor Verbeke has developed the ExploreMe test. Through stimulating questions, the tester is challenged to give a response about how he/she does the job. This provides a picture of commercial resilience. Anthon Geersing of The SalesCenter is an ExploreMe coach. He is allowed to take the tests and can explain the results. At the same time, he offers the opportunity to see together what steps someone can take to become a resilient professional.
If you want to know more about commercial resilience watch the video of the lecture Professor Willem Verbeke gave to the relations of The SalesCentrum here.
