Lesson #4: Thrive On Change
Lesson #4: Thrive On Change
“The good thing about our model and our culture at Dell is that both are optimized for change,” says Dell. “In fact, both thrive on change.” If his company were unable to cope with the changing times, Dell knows he would have gone under long ago. “We dive headfirst into change,” he says. “Part of that is because it's all we’ve ever known, but it's also because today, it's a must…To thrive on change, you must understand how to give in to it, flow with it, and derive strength from it. There's no other way.”
In 1994, Dell had already established himself as a major player in the computer industry. His company was doing well and its reputation was quickly spreading. But, Dell knew something big was about to shock the game. He knew that in little time, the Internet would soon be revolutionizing the entire industry. Instead of sitting back and trying to ignore what was coming, Dell decided to join the revolution. “The Internet is going to be mainstream and we need to be all over it,” Dell said.
His company launched its website, which today represents one of the highest volume Internet commerce sites in the world. Dell.com accounts for almost 50% of the company’s overall revenue and is accessible in 18 languages throughout 42 countries. By not only being aware of the change that was going to take place but also by being willing to adapt to it and ride the wave, Dell was able to come out on top.
“You have to use intuition,” he says. “Our business has so many variables that are changing so quickly. If you wait for all the right information and data, you’re too late.” Dell is willing to play it by ear and take what he sees as the necessary risks in order to make the best of the ever-changing situation in which he finds himself. “Some of these decisions you just have to go with limited information, decide what you think is right, and then make adjustments along the way,” he says. “It’s really a combination of data, intuition and monitoring the competitive landscape.”
Dell has become a master at doing things ahead of the curve. He likens his ability to stay on top of change to that of the great hockey player Wayne Gretzky, “who once explained his success by saying that he didn’t skate to where the puck was, he skated to where the puck was going to be,” says Dell. “By the time our competitors have moved to where we were, we’re already somewhere else”.
Lesson 4 Thrive On Change
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Dell believes in the power of deriving strength from change. When speaking on the issue, he often makes a link between change and “the Chinese character for crisis which represents both danger and opportunity.” The success of his company has come about in large part due to Dell’s ability to not only withstand change, but also to take advantage of new opportunities.
“The good thing about our model and our culture at Dell is that both are optimized for change,” says Dell. “In fact, both thrive on change.” If his company were unable to cope with the changing times, Dell knows he would have gone under long ago. “We dive headfirst into change,” he says. “Part of that is because it's all we’ve ever known, but it's also because today, it's a must…To thrive on change, you must understand how to give in to it, flow with it, and derive strength from it. There's no other way.”
In 1994, Dell had already established himself as a major player in the computer industry. His company was doing well and its reputation was quickly spreading. But, Dell knew something big was about to shock the game. He knew that in little time, the Internet would soon be revolutionizing the entire industry. Instead of sitting back and trying to ignore what was coming, Dell decided to join the revolution. “The Internet is going to be mainstream and we need to be all over it,” Dell said.
His company launched its website, which today represents one of the highest volume Internet commerce sites in the world. Dell.com accounts for almost 50% of the company’s overall revenue and is accessible in 18 languages throughout 42 countries. By not only being aware of the change that was going to take place but also by being willing to adapt to it and ride the wave, Dell was able to come out on top.
“You have to use intuition,” he says. “Our business has so many variables that are changing so quickly. If you wait for all the right information and data, you’re too late.” Dell is willing to play it by ear and take what he sees as the necessary risks in order to make the best of the ever-changing situation in which he finds himself. “Some of these decisions you just have to go with limited information, decide what you think is right, and then make adjustments along the way,” he says. “It’s really a combination of data, intuition and monitoring the competitive landscape.”
Dell has become a master at doing things ahead of the curve. He likens his ability to stay on top of change to that of the great hockey player Wayne Gretzky, “who once explained his success by saying that he didn’t skate to where the puck was, he skated to where the puck was going to be,” says Dell. “By the time our competitors have moved to where we were, we’re already somewhere else”.
Lesson 4 Thrive On Change
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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