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June 17, 2013
Make it a True Daily Double
By:
“I’ve been waiting all my life to say this, Alex. Let’s make it a True Daily Double.” I got off my couch and applauded. Caution be damned, Pete came to win. He nailed it and cruised to victory. I’ll be tuning in for his title defense.
In your Sales Organization, you probably don’t see this level of risk taking. Hopefully, you have multiple decision makers weighing in. You’ve probably never wagered everything the organization has. The decision making process probably lasts longer than the 5 seconds Alex will allow. But how crazy is it, really? Maybe Pete had put himself into a position to be bold without being brash. It’s likely he prepared diligently, so when opportunity knocked he was ready to jump. Is your team as ready as Pete? Send out the Double Jeopardy Sales Survey to your team to find out. There are 3 Risk Mitigators Pete focused on:
Fine. Mitigating risks becomes easier. We can understand the problem inside and out. But will grand ideas ever be executed on? How much of the energy will be captured in the field? It’s crucial to ensure uptake at every level. The Double Jeopardy Sales Survey will help reinforcement in 3 ways:
Sales Operations leaders must become more like Pete. Ops is generally a cost center. It creates synergies in technology, improves forecast accuracy and properly allocates resources. All of tremendous value. None directly driving revenue. Unearth opportunities to seize competitive advantage. In order to stay relevant, Sales Operations has to drive top line results. Pete intended to hit the Daily Double and risk it all. He planned for it. And he won. It’s really not that crazy.
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