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Episode · 6 years ago
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Episode · 6 years ago
Sales Curmudgeon - Time, Scope and Resources
ABOUT THIS EPISODE
Hello, I'm Rachel Clab Miller andI'm the director of digital engagement at force management, a growth play company.Thank you for downloading this podcast on sales transformation. It's the fourth and finalin our series with our very own sales curmudget. Why does your name havethree words, Rachel? Anyway, last time we talked about betting on thewrong horse. For those of you who still care, today we're talking aboutanother reason your sales initiative will probably fail. You try to jam ten pounds ofstuff into a five pound bag. Ten pounds of stuff, five poundbag. What do you mean by that? Here's the setting. The sales teamis busting behind end to hit the year in number. You're trying desperatelythe outrun attrition and your personal life is a train wreck. Then one dayyou wake up into the manic apex of your bipolar world and announced a fiveday global sales kick off in Vegas or...
...perhaps Orlando. Your target dat isstill a month away, plenty of time to crank out in agend and booktravel for several hundred people. So you assemble your directs to sell your vision, ignoring the sick look on their faces. You reassure them that this is apriority and that you will clear your calendar to make it work. Andthen a squirrel runs by and you take flight. And then what happens?Well, your peeps huddled together, scared and alone to operationalise your madness.The result is predictable. A half baked sales kick off that barely comes togetherand his chalk full of speeches, award ceremonies, product Demos, barbels andsales training. This is the only time the whole team gets together, soyou have to shove everything in there. Twelve hour days. Sorry, nochoice. Sorry. Also about the weekend travel. No Choice, they're either. That doesn't sound so bad. Well, maybe not in your fantasy world,Rachel, but there's two fatal flaws...
...here. Not Enough time to getit right and too much stuff. The first guy ever worked for in thecivilian world was a mega partnered price water house. He's not around anymore,but he lives on in an important lesson of project management that has served mewell over the years. He borrowed it down to three words scope, time, resources. You need to to get the third. If you fix thescope and resources, you'll know the time required. Lock the scope in timelineand you end up with a resource load. Makes Sense. Yeah, but atsome point you can't just throw bodies at the problem. Nine women canhave a baby in a month. I just had a baby. What's hisname? Never Mind, I don't care. And Way, you need to respectthe three dimensions of SCOPE, time, resources, or you'll take a hiton the hidden fourth dimension, quality, or, as we used to sayin the army, mud plus dirt equals more mud. You need todrain the swamp before you can pave it.
You lost me there. Yeah,okay, look, a classic mistake that sales leaders make in planning forsales kickoff is that they don't appreciate the critical path of activities required to actuallypull it off. So they end up cutting corners and pulling it out atthe last minute, which kills the impact of the event and it sets abad example. My advice here temper your bold vision with the advice of operativeswho know how to execute. Listen to your implementers, assuming they're competent ofcourse. Ask them about scope, time and resources. If they just lookat you, get new implementers and cancel the SKO. You mentioned a secondfatal flaw earlier Oh yeah, the second fatal flaw is too much information intolittle time. Twelve hour days of nonstop power points boring and hardly memorable.People learn in small bites, not big...
...gulps. It's better to limit thescope of what you roll and then reinforce it over time through your chain ofcommand. Again, listen to your handlers. They all know how much is toomuch. Sometimes you are your worst enemy. You wait too long tocare about something, which creates a goat Rodeo for everyone else. A greatidea is only great if you have it in time to execute. Well,care about things sooner. Think about those who do your bidding. So howbig is your bag? If it's only five pounds, then that's the limitof what you can shove in. Otherwise you'd make a big mess when itbursts, a mess that others wind up cleaning. Speaking of bursting, Ihope I didn't burst anyone's fragile ego with this podcast series. Actually, Itake that back. I hope I did. I hope I made you think aboutall the land mines that are out there, many of which you setyourself, either consciously or unconsciously. Hear...
...me, people, most of yourwounds are self inflicted. Hope you're okay with me holding up the mirror.If not, I'm good with that too. I've made a nice living cleaning upother people's messes. That's why I'm the sales curmudgeon, and he isreal talk from the sales cormudgeon. If you like his approach, be shortto download this series, the complete series on itunes and download the Sales Commussonebook that you can find on our blog home page. Thank you for listening.
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