“Everything that can be invented, has been invented”
Charles H. Duell US Commissioner of Patents 1899
Before we join hands in a group “DOH!” perhaps there is a version of this statement, that we have indeed accepted?
“We’ve always done it this way!” or “This way works just fine!”
Even when we don’t have the time to think about how we do things, we’ve subscribed to that thinking by default.
And let’s be real honest . . .
It takes a certain audacity to propose a new idea. Did you know I once worked for a company where my manager would continually tell us not to “raise our hand in class”. We were shaking things up and upper management wasn’t digging it. Talk about squelching excellence huh?
And this is where I get superstitious. I worry that if my competitor is open to exploring how they do things and I’m not . . . those bastards will come and eat my lunch.
So let me ask you . . .
When was the last time
You looked at every customer touch point and looked at things from the customer’s perspective? Perhaps followed that up with a “How can we do it better?” and then matched your perception with the Customer’s reality by asking for their feedback? Oh, you already did those things? Awesome! Did you take action or did this stall out in a glorified frenzy of “doing nothing”?
When was the last time, you witnessed something that pissed you off in your company and you went to your manager with an actual idea (not complaint).
Sales Leadership: When was the last time you brainstormed with your team? Have you asked them for ideas? Have you facilitated discussion and thrown “left hook” questions to get the people on the front line thinking? I’m sure this isn’t you but do you ever discourage your team from coming to you with ideas? How about indirectly discourage them? Don’t worry, that closed door to your office never keeps someone from knocking on it dude!
Sales Reps: When was the last time you called your customer with an idea? Perhaps I should back up. How much time do you spend thinking about your customers? Oh, and before I forget, I’m willing to bet you that your customer likes to look like a rock start to their boss. Think about how you can help with that! While you’re at it, don’t limit your thinking time to clients . . . how about that account you’ve been trying to get into? Do you think they have an overabundance of cool ideas? Do you come to your team sales meetings with ideas or have you given up? Do you propose ideas to your boss or are you caught up in the “It’s not part of my job description” thing?
I saved the best one for last . . .
When was the last time you looked at how you do things?
How you hunt for business. Do you use a mix of sales activities or do you cling to only one or two ways?
When was the last time you looked at your messaging? What you say and how you say it? Do you tape yourself, study others, ask others for feedback?
And here’s the sad reality . . . none of this stuff is “safe”
People will criticize you
Reject you
You’ll question yourself no less than a dozen times
You could fall on your face
But . . .
Everything you have in your life today, is a result of one person who had the balls to try and, unless I’m wrong . . .
These people were compensated well even if it just came down to this
They didn’t go to their graves with their music still in their heads!
Today you are cordially invited to unlock that opus that has been hidden in your heart!
The world needs to hear it!
