Gunter Schaber Email & Phone Number

As a modern science-based performance strategist, I help salespeople to excel on 3 levels:🧠 "resourcefulness" in challenging times *to lead others/projects/teams, you must be able to lead yourself first.this requires mental fitness, the ability to handle challenges with as little negative emotions as possible.in sports, it is generally accepted that the "mental game" is the difference between average and top performance.the same is true in sales.❤️ „human factor“ **good communication and empathy with customers and teammates are still undervalued in high-tech projects.anticipating how people will react to change and knowing how to get their buy-in has a huge influence on the success of a project.🖐 Skills + technology ***(e.g., Challenger, MEDDICC, CRM, LI Sales Navigator). What most sellers and managers focus on. But: Effective only if built on the solid foundation of 'resourcefulness' and 'human factor'.* According to research conducted by Prof. Martin Seligman on more than 15,000 salespeople in various industries:A mentally fit person who can handle frustration and rejection sells 20-40% more than someone who lacks resilience. This was true even if the mentally fit person failed a required hiring 'sales skills assessment'!That’s why mental fitness training has to be the foundation of strength-based interventions.** McKinsey and KPMG report on large complex change projects and mergers that failed to deliver results: Poor communication and lack of anticipation of employee reactions are the main reasons for the failure of these projects. The so-called "human factor" kills projects even if technical requirements were met and the consultants had all the necessary skills!This emphasizes the importance of leadership + communication skills for sales and technical staff (not yet part of the curriculum at university for engineers, programmers, and business people).*** According to the Salesforce State of Sales Report: only 16% of salespeople can exceed their quota. Most sales leaders (64%) plan sales training to increase this number, yet ES Research reports that 85-90% of sales training fizzles out after 120 days. I believe training and tech tools are effective when salespeople have built a solid foundation of mental fitness, excellent communication skills, and the ability to demonstrate leadership in projects, especially in challenging environments.To find out more contact me.