As the lead Consultant on hundreds of Business Acumen learning engagements, I have often heard the following request from our Senior Leader and Executive clients – “I don’t think our company has a strong sense of urgency…what can you throw into that Business Acumen program to get our people to move quicker and develop a sense of urgency?”
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“That’s it. Enough of this trying to figure it out together! The collaborative problem solving mumbo jumbo
isn’t working and I am going to pull rank and solve this today, right now! We need to replace those lazy poor performers and make things right again. It’s time for the grown-ups to show the kids how to do things around here. Tell HR to start posting jobs!”
The Day You Lost 20% of Your Manufacturing Capacity
The chemical industry executive turned slightly pale for a moment at 10:52pm on a Wednesday night. He just finished a challenging call with his Vice President of Supply Chain Management based in Asia who informed him that their primary contract manufacturing organization (CMO) supplier was going out of business because the Chinese government was taking over their building and land to build a park. Apparently this is now a common practice as the government puts into play plans to address pollution and smog. The production was going to cease within a month leaving the chemical company almost no time to find a viable solution to produce the tons of their products that have already been sold to their customers. In the span of a 15 minute conversation, the company had just lost 20% of their manufacturing capacity.
There are several major selling models that most organizations chose as their core selling approach including Consultative Selling, SPIN Selling, Strategic Selling, Challenger Selling, and Strategic Business Selling. They all have many positive aspects and they all have detractors or limiters.
If you have embraced social selling, then you know everything is different. The foundational laws of strategic business selling physics have changed and there will be three types of sales professionals in the world of 2017 and beyond; those who will cling to the “old ways”, those who have no clue what to do, and those who embrace all of the tools available to achieve dramatic success.
