Depending on what you are selling, your sales cycle has a particular rhythm and timing. Some industries have a long sales cycle involving months of negotiating and others are quick cycles, landing you in Sale Completed territory within a few hours or days.
Beginning with prospecting, you’ll warm up your market by marketing before you engage with your prospects. Once you’ve identified a new prospect and begin an exploratory conversation, be sure you make an excellent first impression, whether by phone or in person. Once you connect, you have about 7-10 seconds to get your prospects attention, so drive for clear impact in those first critical moments.
Some of the most challenging negotiations are the ones we have with ourselves.
At the crossroads we’re asking ourselves tough questions about choices, options and best bets. Do I stay or do I go, do I risk speaking up or do I risk even more by being silent? Is this all there is to my career? Is this really worth it?
Whether it’s time to change the game plan or it’s time to refocus and stop dreaming about options, embedded in change are enormous challenges and opportunities. We like to focus on the upside of challenges, regularly asking ourselves if it were impossible to fail, what brave thing would we do?
Culture is an integrated blend of what gets measured, what gets rewarded, and the systems and processes that people use to interact. If you want a different culture, don’t beat on the scoreboard to change the score. Instead, take stock of what’s going on today and then make strategic changes in a new direction.
High performance cultures happen as a product of alignment when accountable people focus their attention on specific outcomes.
Changing markets make us all go back to the drawing board at regular intervals. To keep your company or project moving forward in the right direction you first have to know where it is you’re heading, and then tactics become effective.
Future focus is where we’re going, why and by when. The heart of future focus is the clarity that the strategy and mission give to all of our current actions. Future focus determines the satisfaction you derive from your work. Here’s a quick strategy check: are you working, working, just digging in the dirt, or are you gratified because you’re creating a garden? Are you just scraping your knuckles on stuck engine parts or are you deeply engaged in building a racecar? Focus and strategy matter a great deal.
Strategy gives shape and context to our tactics and strengthens team and organizational alignment. Key performance indicators link tactics to strategy and people get rewarded when they impact the KPI metrics and move your project, your division and your enterprise ever closer to the strategic goals.