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The Ignorance Factor and Achieving Your Company's Revenue Goals
Written by: Dave KurlanArticle Overview: What do the 12 sales consultants and trainers and 4 new clients have in common with Michael Oher? They are ignorant too. Not about life or business as Oher was, but about sales forces.
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The Ignorance Factor and Achieving Your Company's Revenue Goals
I have nearly completed reading The Blind Side, by Michael Lewis. You may have already seen the movie, about Michael Oher,
the absolutely huge kid who was simply born to play left end, and
protect the quarterback's blind side. The kid who now plays for the
Baltimore Ravens.
According to Lewis, Michael Oher was ignorant, not dumb, and the Tuohy family and Oher's
tutors spent several hours every night providing him with context and
tutoring so that he could become familiar with the things in life that
nearly everyone else understood and took for granted.
A dozen or so sales consultants and trainers will spend most of this week with us
to become sales development experts. They will be learning how to
evaluate sales organizations using our tools, the impact of our
findings, and the steps they can take to rectify problems we identify.
In addition, four new clients will each spend about a half day as we
review the results of their own sales force evaluations.
What do the 12 sales consultants and trainers and 4 new clients have in common with Michael Oher?
They
are ignorant too. Not about life or business as Oher was, but about
sales forces. The single greatest overall benefit from evaluating the
sales force is to replace ignorance with knowledge, insights and
understanding about what makes this sales force, or any sales force
effective or, in about 95% of the cases, ineffective. Most ignorant
people don't walk the face of the earth knowing and understanding that
they are ignorant. They don't know enough to know that this huge gap
in understanding exists. The same is true for most sales consultants,
trainers, business owners, Presidents, CEO's, Sales VP's
and Sales Managers. They just don't have any concept of all that they
don't know, about what is under the hood of their, or any other sales
force.
Think about the last time someone you know was ill, you heard the name for it and hopped on Google
to figure out what it meant. You learned what it was, the symptoms, the
severity, how to treat it, what the odds were, how long it could take
and what to expect along the way. The more you read about it, the more
you understood something that was always there, but you were simply
ignorant over its existence. So it goes with the sales force.
What don't you know about your own sales force? You can't answer that question because you don't know what you don't know.
What do you know about your sales force? You know only enough to get the results you're getting today.
What
kind of results would you like to get? The gap, between where you
would like to be, and where you are today, is your ignorance factor.
When you erase that ignorance and replace it with insights, knowledge
and understanding, you can quickly close the gap and generate the
revenue that you're looking for.
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Article Tags: amazon, baltimore ravens, blind side, business owners, development experts, evolution game, face of the earth, gap, half day, ignorant people, michael lewis, michael oher, ravens, s sales, sales consultants, sales managers, sales organizations, target, tuohy, tutors
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