Thoughts for your consideration…
… WHY are you doing what you are doing?
Considering that for the last couple of years the world stopped, changed directions, wabbled, and is still trying to get its feet under it, it’s a shame that most companies in the B2B space are feverously trying to get “back” to something that they feel is “normal”. Marty McFly and the Delorean time machine (movie – Back to the Future) are pushing hard to become the guiding light for our future directions. And this is just silly!
Our last few years have taught us amazing lessons on what CAN be done and how well NEW things can serve us all. And yet we insist on melding back into time with quotas, commissions, blitz campaigns, massive lead generation efforts, tons of “new” collateral and commoditized “insights”, and all of the same old ways of thinking about how to “GET” salespeople to do what the corporation wants them to do. Almost all of this has nothing to do with true leadership, coaching, listening, thinking, or other truly functional activities. The thinking is just…let’s ramp up the push of stuff to the clients. Let’s put more pressure on the “sales team” to HIT THEIR NUMBERS. Surely it will all work this time….although it was not working PC (pre covid). It has to work this time!!! Doesn’t it? Good luck in that desire!
Any good systems analyst will tell you that when things are really broken, you MUST elevate your perspective and look at the highest level of systemic understanding that you can grasp. It has to be dealt with from as high up as you can get, then flowed down into all the streams needed to execute properly.
Today we face an overload of “product information” pouring over the heads of all of our clients. All aimed at telling the story that the seller wants to tell. Good information, however, is not contextually specific enough to differentiate from all of the other “stuff” coming into the client’s viewpoint. Saturation exists, and confusion abounds. Clients are not best served in this mode. This state of mind just adds to the delay of any possible change actions needed within the client to move forward.
Too much good data, everyone focused on themselves, their back pocket, and hitting their numbers. Sucks! Well at least for those that chose to play the game the way that the Back to the Future time machine would offer.
There is an answer that works.
Change the rules!
Learn to simply SERVE, without reserve!
Break out from what was, that is seemingly wanted again!
Find a new vision in serving the clients to help them co-create outcomes that matter greatly to THEM.
Kill quotas, kill commissions, kill deal reviews, kill all the non-value-added crap that you all put your sales team through. Hire coaching experts to help you create an environment of peer coaching that creates massive team cohesiveness. Understand that those we serve must be treated like clients and true partners, not convenience store customers. Learn to LEAD from people like Hendre Coetzee. Focus all of your energy on helping your team make a difference in the lives of the people that we serve at our clients, our schools, our homes, our churches….everywhere, all the time!
The fundamental force of making this happens continues to be…
Serve endlessly, with
The CUSP Advisory Group stands ready to serve anyone looking to make a difference in the lives of those that THEY serve.
OK, LET’S ROLL!