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Episode · 5 years ago
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Episode · 5 years ago
Sales Curmudgeon - Time, Scope and Resources
ABOUT THIS EPISODE
Hello, I'm Rachel Clavmiller and I'mthe director of digital engagement at force management, a growthplay company.Thank you for downloading this podcast on sales transformation. It's thefourth and final in our series, with our very own sales Kermagen. Why doesyour name have three words Rachel Anyway? Last time we talked aboutbetting on the wrong horse for those of you who still care today we're talkingabout another reason, your sales initiative will probably fail. You tryto jam ten pounds of stuff into a five pound BACG ten timesa staff, five pound bag. What do you mean by that? Here's? The setting thesales team is busting ahind end to hit e year in number you're tryingdesperately thoutrun attrition ind your personal life is a train Rak. Then one day you wake up into the manicapex of your bipolar world and announce a five day. Global Sales Kick OFF INVEGAS OR PERHAPS ORLANDO.
Your target date is still a month away,plenty of time to crank out in Agendan book travel for several hundred people.So you assemple your directs to sell your vision, ignoring the sick. Look ontheir faces. You reassure them that this is a priority and that you willclear your calendar to make it work and then a squirrel runs by and you takeflight and then what happens? Well, your peeps huddled, together scared andalone to operationalize your madness. The result is predictable. A half bakedsails kick off that barely comes together and his chalk full of speechesaward ceremonies, product, Mos, barbills and sales training. This isthe only time the whole team gets together. So you have to shoveeverything in there twelve hour days. Sorry, no choice! Sorry also about theweekend. Travel, no choice there either that doesn't sound. So bad! Well, maybenot in your fantasy World Rachel, but...
...there's two fatal flaws here, notenough time to get it right in too much stuff. The first guy ever worked for inthe civilian world was a mega partner price. Waterhouse he's not aroundanymore that he lives on in an important lesson: O Project Management.That has served me well over the years. He boiled it down to three words: scopetime resources. You need two to get the third. If you fix the scope andresources, you'll know the time required, lock the scope and timeline,and you end up with a resource load, makes sense yeah. But at some point youcan't just throw bodies at the problem. Nine women can have a baby in a month.I just had a baby. What's his name, never mind, I don't care anyway, youneed to respect the three dimensions of scope, time, resources or you'll. Takea hit on the hidden fourth dimension quality or, as we used to say in thearmy, mud plus dirt equals more mud.
You need to Draim the swamp before youcan pave it. He lastmi there yeah. Okay, look a classic mistake thatsales leaders make in planning for sales kick off is that they don'tappreciate the critical path of activities required to actually pull itoff, so they end up cutting corners and pulling it out at the last minute,which kills the impact of the event and it Seys a bad example. My advice heretemper your bold vision with the advice of operatives who know how to executelisten to your implementers, assuming their compinent. Of course, aske themabout scope, time and resources. If they just look at you, get newimplementers and cancel the Skao. You mentioned a second fatal flawearlier, Oh yeah. The second fatal flaw is too much information in to littletime. Twelve hour days of monstor power, points, boring and hardly memorable.People learn in small bites, not big...
...gults, it's better to limit the scopeof what you roll and then reinforce it over time through your chain of command.Again, listen to your handlers. They'll know how much is too much, sometimesyouare your worst enemy, you wai too long to care about something whichcreates a goat Rodeo for everyone else. A great idea is only great if you haveit in time to execute well care about things sooner think about those who doyour bidding. So how big is your bag? If it's only five pounds, then that'sthe limit of what you can Shuve in. Otherwise you make a big mess when itbursts a mess that others wend up cleaning. Speaking of bursting. I hope I didn'tburst anyone's fragile Ega with this podcast series. Actually I take thatback. I hope I did. I hope I made you think about all the landmines that areout there, many of which you set yourself either consciously orunconsciously,...
...hear me people most of your wounds areselfinflicted, hope, you're, okay with me, holding up the mirror, if not I'mgood, with that, too, I've made a nice living cleaning up other people'smesses. That's why I'm the sales Kar Magin and he is real toph from theSales Cormegin, if you like his approach, be short to download thisseries of the complete series on itunes and download the sales commercial ebookthat you can find in our blog homepage. Thank you for listening.
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