In almost all sales literature you'll find clever advice about sales processes, techniques, models, structures, systems, programs and blueprints. The remainder of sales literature aims at human traits such as PMA (Positive Mental Attitude), enthusiasm, networking, values, politics, win-win and the like. Thus, in short, we find two categories:

1. Methods and
2. what I like to call "Effort and Talent"

As important as these two categories may be, the key to leveraging great performance - I mean SERIOUSLY outstanding and UNSTOPPABLE performance - lies in reality elsewhere. Where do you think unbelievable results come from?

Beyond Method, Talent and Effort

Introducing the subject in this way also reveals a most interesting aspect; each one of us intuitively and instinctively already knows, but it seems hard to put into words, and even harder to implement in the corporate world. Deep inside we know it's not method - methods are important, but not the ultimate and deciding factor. We even know it's not effort and talent, because they too are often waisted and held back. It's something else. What would you say it is?

Just think about it... Of course we need method - method is crucial. We also need effort and talent. Effort and talent are not only necessary, they're foundational. But... and this is my point; there's something way more important and significant lying underneath that determines whether or not someone succeeds beyond normal..! (Remember, we're not just talking about success. We're discussing unusual and remarkable success.)

Before I give you this pearl - this diamond of unique and simple value - I need to emphasize one crucial point, to help understand why this is so valuable, not only in today's business world, but also in every other setting; marriage, family, politics and every type of human interaction. What we see is this:

Whether a book or training event focuses on method, effort or talent, in reality it makes no real difference on performance. Good stuff finds good people anyway. In the end, real improvement in "average people" stems from another source altogether!

Influence is Energy

The One-on-One slogan "Influence is Energy" summarizes all there is to say about what really makes the difference. I've seen people be trained in the most extensive and excellent research-based programs and models, supported by management, economic as well as human resources, enticed by incentive programs and backed by values and follow up coaching. Does it ring a bell? Regardless of how much method, effort and talent an organization has or puts in, no TIPPING-POINT RESULTS will come unless something triggers individual energy.

Amazing success is born - first and foremost - when you IGNITE CHARACTER. A truly dedicated individual is not able to not influence others. Therefore, there simply is no such thing as the one and only perfect salesperson, because every one of us has the built-in capacity to influence others in our own unique way. We each have peak performance when intuition permeates our burning desire and every-day actions. That does not mean that methods, effort and talents are without effect. They are indeed the muscles and tools of success, but even muscles and tools are no good without a beating heart and the blood to provide the needed oxygen.

Apply individual energy to method, effort and talent and you've got a combination that works. Energy, however, is too often missing - in fact, almost always missing - and it's only haphazardly found even among high performers.

• Why do methods not work on a stand-alone basis? Because without unleashing individual power, methods tend to restrain rather than free influential ability.

• Why does effort and talent not work on a stand-alone basis? Because without the engine itself to wake them up, effort and even talent merely remain "mis employed tools" without purpose.

First release energy, then apply method, effort and talent!

During the past 7 years we've discovered a set of principles that trigger energy in individuals and organizations making them influential through empowering character. It's not quick fix, but it's a LOT quicker than "quick fix", because quick fix only has a short term effect and no real bearing on true and lasting success!