MOD004160 Assessment Sample
1.0 Introduction
The term of changing mind refers to affecting a person’s mind with good behavior and the right attitude. It affects the decision making techniques of a person in a critical and happier situation. A sudden change in the behavior of the mind in taking the right decisions and reacting to some situation takes place after a sudden incident or a memory in mind. This function of changing the mind can be achieved with regular pieces of training, education, motivational lessons, reading books, and some action based situation. There are some techniques through which mind changing operation is carried on –
1.1 Body language
Body language speaks a lot about a person. The message which cannot be delivered through a verbal process is transmitted with body language. The physiatrists use body language for detecting the mental conditions of a person (Bach et al 2021). Most of the interviews conducted offline and online uses body language to analyze the positivity and behavior of a person.
Figure 1: Importance of body language
(Source: Self-created in MS Word)
1.2 Assertiveness
The person who is assertive is always confident, stands for themselves, and is never more aggressive in any situation. An assertive person always accepts their mistakes and is ready to rectify them in future. This person does not focus on negativity and always drives their mind towards positivity (Elraz et al 2018). These individuals do not try to suppress or upset others and always finds a reason or point to become happy in an also depressing situation.
1.3 Changing mindset
The persons should always have a changing mindset and always be ready to accept and bring change in their attitudes which will be helpful for their careers, future, and business operations (Extremera et al 2020). A changing mindset person does not get upset due to a change of technology that ruins their business but takes action to overcome that technology and accept it to enhance the revenue in their business.
1.4 Conditioning mind
The persons should be prepared for conditioning and training their mind for any type of situation but the person should learn to condition their mind to accept the change and react appropriately in that business.
1.5 Closing sales techniques
A salesperson should always learn to close sales while selling some goods or products. It never bothers how well you approach a customer, starts explaining features of the product, generates the urgency and value of the product in their mind but it is also essential to close the sell to gain margin and finally make the product sold. The closing of sales can be proceeded with giving some extra benefits of buying the products now which cannot be availed later.
1.6 Conspiracy technique
The conspiracy technique is the technique of training the mind in any situation. The persons should always believe that they are being supervised and watched by any supervisor or the head person through the CCTV camera. This creates seriousness in people for their work and increases their efficiency. These techniques help the employees in a company to reduce being careless and make any mistakes in future.
1.7 Conversation process
The conversation is a process through which a person’s mindset or thinking capability can be known by another person through a simple word of verbal communication. The persons face and style of talking with another person shows them their commonness, humbleness, respect, and good behavior with other persons.
1.8 Converting beliefs
The beliefs of a person can be changed by some motivational conversation, speech, or reading motivational books of some good author. These beliefs can be best incorporated by taking some good case studies, live scenarios, discussions with the people, and talking to an important point with some good real life examples.
1.9 Happiness
Happiness is the mental state of the people which cannot be incorporated from any outside environment or situation. This mental state comes from the inner thoughts and beliefs of the people. A person reasons for achieving happiness mental state may change from time to time, and it cannot be incorporated through any external environmental conditions or situations.
Figure 2: Workplace happiness
(Source: https://thehappinessatworkformula.com/)
1.10 Hypnotism
Hypnotism is a process through which a hypnotist tries to make a person focus or concentrate power more on a specific situation or condition (Gayed et al 2018). The peoples are always aware of the situations or actions going on nearby their surroundings but their mental state is made to focus more on a specific condition or situation at a time with some strong verbal communication which passers-through their mind.
1.11 Controlling mind
Mind is the most complex thing to control and a person achieves whatever they want by controlling and proper guiding their minds. The mind can be properly controlled by practicing daily meditation, yoga, and daily exercises. There are some yoga masters who teach these lessons to people.
1.12 Public speaking
Public speaking is the art of presenting a presentation or speech in front of a large audience, making them convenient, making them understand and believe in their proposed idea, and also handling objections.
2.0 Research and synthesis of various literature
The mind power and capability is mostly used in sales processes. This is used in B2B business models when the business transactions take place between two different types of businesses. This may be the transaction between a retailer, supplier, and wholesaler. The process to take control of the mind may be a challenge for most sellers and business persons. There are several situations that affect the mind of a person in the workplace. The issues arising with business in the workplace are-
2.1 Negative working environment
The negative working environment can affect the sales and business operations in a business. The spreading of negative facts, news, and negative belief in a workplace can demotivate the employees and can hamper their performance and operations (Hamouche et al 2021).
Working in between the different peoples can be beneficial for the peoples to learn new lessons and grow their interpersonal skills, but the negative working environment where the negative attitude peoples works can incorporate a negative and depressing attitude within the peoples.
Figure 3: Signs of negative work environment
(Source: Self created in MS Word)
2.2 Depression and anxiety
The depression within a seller and employee and anxiety can bring the degrowth of business operations and sales revenue. The depression and anxiety behaviours show up in the seller during the conversation with the customer and this may create a bad impression to the customer about the company from where they belong and the wrong pieces of information about the products which they sell. A good businessperson should be calm minded, respectful, and should process conversations with the customer in a very humble way.
2.3 Harassment and bullying
The harassment of employees and workers in a workplace hampers the mental state of the employees. There has also been an adverse effect on business operations and performance. There should be strict policies and rules to protect each other’s respect and work friendly to increase company performance and generate good revenue.
2.4 Inadequate health related policies
There is always a risk of some accidents in industries and factories while lifting heavier loads and operating on dangerous machines. The company has to bear the costs of treatment of workers while working on company goods and types of equipment.
This is a reason for which a company should include health policies for every employee, manager, and worker to provide them with the benefit of treatment while injured. This also provides inspiration among the workers to work for the companies with full efficiency and it shows the company is responsible towards the health of workers employee friendly.
2.5 Not flexible working hours
There is a bad effect on employees and workers when there are no flexible working hours. The flexible working hours gives the workers an advantage of working in their chosen hours taking their allowed time and health into consideration (Sasaki et al 2020). The mental pressure is released and the workers feel relaxed after working in flexible working hours.
2.6 Poor communication
The poor communication of employees with top management has a lot of disadvantages. The one of most important is that the employees cannot talk freely about their issues and problems directly with their seniors and top management. This creates mental pressure on employees minds and their mental health gets disturbed.
2.7 No involvement in decision making
The decision making and following own’s decision provides confidence and self-belief among employees. Most companies do not provide the right to employees to take any decision in regulating companies operation. They are only forced to follow the regular and updated worklists and schedules. This creates a lot of discouragements and depression within the employees because most of the employees does not fit right into the schedules and faces some serious issues.
The prevention for the given issues are –
2.8 Motivational seminars in the workplace
The seminars which provide enthusiasm and motivation among employees regarding the workflow are important measures to prevent negative thoughts within the workplace. There should be a library in each industry and factories containing a good number of books on motivation, biography, and autobiography of successful persons will help the employees to become knowledgeable and increase positivity among the employees (Rohr et al 2019). There should be a separate motivational speech carried out in the workplace every month to keep the employees motivated and indulged in their work.
2.9 Considering the mental health
The mental health of every employee can be noticed by noticing the sudden change in behaviour and working process of the employees (Roelfsema et al 2018). There should be a proper office in every workplace with good counsellors and psychiatrists with whom the employees and managers can discuss their personal mental health issues. This way the mental health issues of the workers can be monitored.
2.10 Implementing strict rules and regulations
Companies should implement strict rules and regulations regarding the inequality, disrespect, and harassment of employees. The employees should sign all these rules while accepting the job offer from the company.
2.11 Making communications better
The company management should work on enhancing their communications process better, comfortable, and smoother (Pollan et al 2019). There should be a rule for employees and management to send the message to the higher authority and the higher authority should solve their query within the given stipulated time in a polite manner.
Figure 4: Workplace communication
(Source: http://iblog.iup.edu/ntlw/2019/09/14/communication-in-the-workplace/)
2.12 Importance of everyone’s opinion
The company should work on providing importance to everyone’s opinions and any decision was taken in the company for business operations should be in favor of maximum employees (Seaton et al 2019). This way the value and good image of the company are enhanced among the employees. The employees start to think that the company takes importance of employees opinions and they shows responsibility.
2.13 Flexible working hours
The company should provide flexible working hours to the employees which will allow the employees to work in more than one shift (Moll et al 2018). This gives them the advantage to take care of their personal life and work for the company with full motivation and efficiency. This also increases the productivity of the company.
2.14 Good training and education
The employees should be provided with good proper education and training to maintain the environment friendly relationship among the employees and always becomes self motivated during adverse conditions to work for their companies.
2.15 Trust earning
The management of the company should try to earn the trust of the employees and workers. The trusted employees can always stand with the company during the adverse conditions of the company and when their financial conditioned are neutral. The trust can be gained in both emotional and helping behavior with the employees (Goleman et al 2018).
The company can provide a good wages increment structure and insurance benefits to the employees. The company can provide extra salary during the medical treatment of the employees which would help them to build emotional trust and good bonds with the company.
The company can provide an annual leave of 10 to 15 days for vacation which would make the employee think that the company also considers their responsibility of enjoying a personal life (Kyron et al 2021). The company can make the trust in employees by showing the responsibility of their careers, learning, and personal life.
3.0 Analysis
According to the business theory of “How to change anyone’s mind” in Harvard Business Review, the business sales and top management involvement processes are –
3.1 Top management involved in B2B business can drive or kill sales
The top executives of the company directly dealing with customers and suppliers can even drive sales within the company or kill sales. They are responsible for driving good revenues in the business and making good customer relationships. If the company’s executive is unfamiliar with customers’ interests and challenges then they can leave bad impressions on the customers and can hamper the customer relationship associated with the brand.
The executive of the company can do online surveys or direct meetings with customers on the field to know the requirements of the customers and their expectations from the company’s product. This helps the executive to analyze the performance and efficiency of their workers in the company. The executive can give orders to increase productivity when the customer’s demand is rising. The top executive has the aim of generating more revenues and building good customers relationship while involved and meeting with customers and dealers.
Figure 5: B2B business
(Source: https://ithinklogistics.com/blog/everything-you-need-to-know-about-b2b-business-models/)
The involvements are of several types, some of that is –
3.1.1 Hands-off technique
The hands-off technique is the process of transferring one person own responsibility to the other person. This happens when a single person including sales executive and account managers are loaded with more quantity of work which is more than their capability. This situation creates mental stress on workers and the account managers have to transfer their responsibility to the other persons while the hiring executive has to hire the best sales executive for the sales process in the industry.
The hiring recruitment department transfers the details of new employees to the IT department is the hands-off technique in business (Abbas et al 2018). Some of the key points in the hands-off technique are setting clear expectations, avoiding assumptions, communicating effectively, and clarifying doubts. This process is used everywhere in the company including from two salespersons and two teams in an organization.
3.1.2 Social visitor
Social visitors are those customers and future employees of the company who are getting to know about the brand socially in public. Social media is the tool used by the company to make people aware of their brand, products, and features. This helps the company to make people aware of the brand and generate a good image between the customers. Social visitors are those who visit the website and application of the company and use their products.
3.1.3 Dealmaker
The dealmaker is those peoples who process the deals of the company and finally close the deals. The executives in this department are only focused on generating margins, profits, and revenues. Most of the executives fall in this department who has only aim of generating revenues and profits in business.
3.1.4 Loosing cannon
A bad impression is created among the customers when the company’s executive makes false statements and promises about the products and growth in the company. The company’s executive should schedule a visit to customers and employees without notifying account managers to analyze the expectations, requirements, growth, and performance of employees in the company.
3.2 Selling services instead of selling products
The company should focus on selling services instead of selling products. This would help them to sustain for a long time in businesses competitive market. The selling of products is only meant to sell the manufactured goods of the company and generate good revenue.
The service based sale includes the selling of products which meets the needs, requirements, and interests of the customers (Leung et al 2019). This creates value for the customers and provides them with the products which long last and provides service to the customers. The strategy implemented by executives to best sell services is –
3.2.1 Thinking of customer segmentation
The executive of the company should think of customers needs and interests to create a value based product that would provide the best service to the customers. The hiring executive should hire the persons based on their best talent that would best fit in the job according to the vacancy and requirements of the company. The hired employee should design and develop the product that will satisfy the needs, requirements, and interests of the customers.
3.2.2 Restructuring the sales organization
The sales organization should be restructured to increase the revenue, customer service, and efficiency of the working professionals. The employees of the sales organization should be assigned the roles according to their interests, expertise, work efficiency, and their experience.
The employee who has a good ability to serve customers can enhance the customer service with the customers. These persons should be employed in front of customers to serve them at priority and help them regarding the specifications of the products. Employees with good design and development talent and expertise should be assigned the role of design and development with minimum budget and higher productivity.
Figure 6: Sales organization structure
(Source: Self-created in MS Word)
3.2.3 Training and performance management
The training should be given to staff and employees regarding dealing with customers, convincing them to buy the product, and finally, generating the revenue of the company. The design and development department employees should be trained about the new technologies and changing needs and requirements of the customers (Madhavaram et al 2017).
They should learn to design products that would satisfy the needs and requirements of the customers with minimal budget expending. The training of employees are the best way to create value in the products in the business.
3.3 Selling after the economic crisis
The economy of some countries may collapse for some particular time due to natural disasters or some pandemic like Covid 19. The businesses also get collapsed due to the lockdowns and money issues of the organizations. This time the company’s management should adopt a technique to run the businesses effectively after the crisis. There are some key areas where the managers need to focus after the pandemic to sell the products. The selling of goods in an economic crisis can help the business to sustain itself in adverse situations.
3.3.1 Needs of the market
The company should develop the products only according to the needs of the market and customers. The needs, budget, and demand of the customer’s changes after the crisis in the countries (Necadova et al 2019). The person’s job and purchasing budget gets affected due to the previous crisis and needed some time to recover from that issues.
The company should develop the products and services with only minimal resources and with the aim to fulfil the requirements and demands of the customers. This would help both the customers and the company to fulfil their requirements and increase their revenues.
3.3.2 Clarity about customers and buying process
The company should conduct surveys and track the previous history of purchasing in the company to know about the customers more clearly and their buying processes with changing times. This way the company can only focus on the products which are the core needs of the market to provide customer service and increase revenue.
3.4 Choosing the bright people for agile transformation
Agile transformation is the process of transforming the entire organization into simple, quick, and easy principles followed in the organization based on agile principles (Sasaki et al 2020). The requirements of bright and talented people increase after the agile transformation who would manage the business operations more effectively.
The change of technology demands good talented people who have expertise in that technology and can manage businesses more effectively. The agile transformation efforts go wrong where the company tries to retain the previous employees instead of they are not best fit with the transformations. The agile teams when kept away from the actual operations in transformed operations then the failure of agile transformation occurs (Ocloo et al 2020). The selection of the best team members are important for carrying out the operations after agile transformation.
Figure 7: Agile transformation
(Source: https://www.scruminc.com/leaders-guide-successful-agile-transformation/)
3.5 Decision making of Venture capitalists
Venture capitalists are those organizations that invest in the early-rising startups which have the future scope to emerge as large business organizations. These organizations do not mostly look into the financial data of the businesses because these are only startups. They only look into the service and products which the business would offer. They analyze the value and existence of the products in the future (Rohr et al 2019).
The history and honesty policy of the executive and entrepreneurs are also seen. The venture capitalists make the decision to invest in the startups by looking into all these features in the business. These organizations help businesses to manage resources and arrange funds for maintaining the operations of businesses.
Figure 8: Venture capitalist
(Source: https://www.score.org/blog/understanding-differences-between-angel-investors-and-venture-capitalists)
3.6 Preventing of departure of employees
The company should prevent the departure of employees from the company. The employees depart the company due to a poor work environment, poor management, services, and low salary in comparison to other countries (Roelfsema et al 2018). The exit of employees can be prevented by implementing a good work environment in the company.
A good multinational company offers a home environment and entertainment schedules which lowers the risk of mental pressure in employees. The management persons should be trained and given strict orders to keep the worker’s problems at priority to solve and communicate with them in a polite manner. The retaining of employees would help the company to maintain good customer relationships and working efficiency in the industry.
4.0 Conclusion
The leaders and employees in a company plays important role in driving sales and generating revenues in the businesses. The role of the mind and training is important to provide better customer service and drive sustainability in the business.
The magazine “How to change anyone’s mind” of Harvard Business Review explains the role of top management, leaders, employees, and venture capitalists in startups businesses. The employees should be trained to regularly practice meditation and yoga to fresh up their minds. There should be organized a motivational seminar to boost up the energy of the employees.
There should be a session in which employees should learn the importance of their work for themselves, the organization, and their country. There should be a proper healthy working environment for employees in which they can enjoy their work. The company should also take care of employees’ personal life and health benefits by providing them with health policies and annual long leave. The company’s top management leaders can schedule a visit to the employee’s department to listen to them personally and solve the queries without informing the account managers department.
The hiring recruitment should hire the employees by identifying their best talent, motivation, and vacancy in which they should best fit in the company. The company management should learn more about the customers to know their personal interests, needs, and their budget. This would help the company to design the products according to the needs and requirements of customers. This will also help the company to manage and run its businesses in economic crisis times. The company should focus on selling services rather than selling products. This would help them to achieve sustainability for a long time in business.
The right persons should be hired during agile transformation who has more expertise in emerging technology business operations. Venture capitalists are the initial investors who invest in a business through which the entrepreneurs can arrange funds for the business operations.
The key points of the analysis are –
- The top management can increase revenue or kill the sales in the business that totally depends upon the manager’s communication and responsibility to serve customers.
- Businesses use social media to promote awareness about the brand and increase its brand image.
- The company should implement the technique to sell services instead of selling products this can increase the company’s good image among the customers.
- The employees’ work potential should be identified and they should be assigned the role according to their interests and expertise.
- The right and well-talented people should be hired during agile transformation who will have expertise in the newly transformed business.
- The employees should be trained periodically to manage the business also after the implementation of new technology.
- The employees should be trained to generate lead in sales and maintain polite and humble behavior with the customers.
- The employees should be given the best workplace, flexible working hours, and good health policies in the workplace which would satisfy them with their job and the frequency of leaving of employees will decrease.
Reference list
Journals
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