Dynamic culture brings the ultimate differentiator
Companies including Costco, Perceptive Software and Disney can’t be wrong. Look at it this way: Are your troops ultra-excited on a daily basis, rallying around a unified, common cause? More important, would anyone notice if your company went out of business?
Stop the lunacy. Stop requiring salespeople to interrupt 100-150 unsuspecting prospects a day for their selfish purposes. Stop tracking absurd activities that don’t determine a damn thing, like sales call per day. Stop developing and presenting customers with pain questionnaires that do nothing but make people feel stupid. I’ve taken hundreds of salespeople through most every sales training program during the past 20 years, so trust me when I say there’s virtually no redemptive utility in the third millennium. Stop throwing money away on this outdated snake oil.
Customers want to be validated. They’re begging you to design “the extraordinary” into your business so they can profit from it. Become value architects, with OH and sense of purpose as your foundation. Once you begin spending valuable time on the drivers of revenue growth, the traditional selling lunacy can finally end. Remember, the only reason the sales organization exists is because demand does not. Therefore, the task is to engineer strong demand for your company’s offering.
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