By Sid Chadwick
“I have been impressed with the urgency of doing. Knowing is not enough; we must apply. Being willing is not enough; we must do…”…..Leonardo da Vinci
INTRODUCTION:
Who… leads your Business Development effort….? (Are they passionate about their mission…?)
Is Continuous Improvement…a central theme…? (How many charts and graphs…are publicly measuring important performances…?)
Is there follow-up…and accountability…? (There either is…or there isn’t…!)
Is the Frequency… of Training Sessions scheduled – such that there’s “carry-over of content” …from one session to the next…?
Is there a Master List of “Neglected Customers”…that are Awarded… “Internally Traded”… and publicly reviewed…to ensure Contact…and Development…?
Does “The Boss”….publicly open your “Suggestion Box”… at least monthly….and assign follow-up to members of The Team…?
Are suggestions that your Team likes…that serve customers… assigned …and… recorded on a flip-chart…for next month’s public review…?
Are major Prospects invited to come and…. speak to The Team….?
Are professional “Reading Assignments” given-out…and Reported…?
Is Recognition and Praise…a frequent part of your culture…?
What do you celebrate…?
SUMMARY:
When everyone is invited to have a voice…in what is needed…and publicly given assignments…that benefit The Team….Movement Happens…!
A company that strives to improve 1% a month…..creates a Competitive Edge….!
Customers generally… do not know your capabilities…because you have not shown them.
And you do not know…what your customers really need…because you have not asked, and pursued finding answers…!
Public Charts & Graphs of Performance…no one is willing to accept – not improving….It’s not in our DNA..!
“Fall seven times…and stand up eight…”…….Japanese Proverb
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