Sales Coaching Blog

Your "Third Factor" Drives Incremental Performance

Posted by Kristi Shoemaker

April 12, 2012

Dr. Peter Jensen, President of Performance Coaching Inc., Professor of Sales Management,Dr. Peter Jensen, Third Factor Expert on reaching your potential Queens School of Business and acclaimed author and management expert, spoke at the EcSELL Institute Sales Coaching Summit this spring. Dr. Jensen presented the core practices exceptional leaders use to ignite the "Third Factor" (which EcSELL Institute calls the Catalytic Factor) in themselves and others. Dr. Jensen provided a clear view of what separates 'igniters' from 'extinguishers'.

Here are the highlights from his Summit session.


How do you get people committed to reaching their full potential?

Definition of the Third Factor:

The individual’s transcendental, autonomous power to develop beyond the limits set by his or her genetic and environmental abilities.
•It is an internal dynamic by which a person’s development becomes more self-directed, more autonomous.
•A person becomes ‘an agent of conscious choice’ around his or her own development.
•How 3rd Factor operates is complex in terms of ‘inner’ workings…but so is your computer!

How sales managers can ignite the "Third Factor" in themselves:

•Do not fear emotion.
•Sales coaches first need to engage in a ‘Developmental bias’.
•An igniter allies him/herself with who I am becoming and with what is possible.
•Sales managers build self-awareness and self-responsibility in others while continuously demonstrating empathy, rather than judgment, for those who struggle to overcome limitations.
•Sales managers take on the fulfilling mandate of making others better.

Communication skills you need to ignite the "Third Factor"

  • Ask effective questions
  • Listen actively
  • Give competent, relevant feedback
  • Understand the impact you have on others
  • Know your own beliefs
  • Be the first to extend trust
  • Understand progression
  • Involve the performer
  • Help people see what is possible
  • Paint clear pictures
  • Encourage them to translate
  • Uncover and work through road blocks
  • Embrace adversity by reframing it
  • Be prepared for adversity

If you would like a copy of Dr. Peter Jensen's Summit slide deck, simply leave your name and email in the comments section below or send an email to info@ecsellinstitute.com.

Topics: Sales Coaching Summit, Catalytic Factor

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