Gone are the days of five-day, in-person learning events at a fancy resort full of great food and even more great drinks. Here to stay are virtual learning events much smaller in size and nestled into a typical business day where employees are figuring out the best “work-learning-life” balance.

In those “old days” of longer in-person learning events, every possible content area was thrown into the week. Topics could range from new product training, to Business Acumen, to Business Leadership, to tips on Time Management. One of the primary reasons why everything and the kitchen sink was added to the agenda was because the meeting planners HAD TO! Because dozens, if not hundreds, of participants spent money on airfare, hotels, food, cars, golf, and so many other things not directly related to the actual training itself. Most experienced learning leaders knew the “dirty little secret” that the travel and lodging budget was typically double the budget of the learning content! The idea of focusing and isolating on one specific topic would have never entered anyone’s mind as the mantra of every learning event around the world (pre-pandemic) was, “the more the merrier.”

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There is a new Nissan Commercial featuring Tim Tebow and Kyler Murray called “Heisman House Anticipation” where Kyler Murray seemingly anticipates everything that is going to happen ahead of time and is speaking to, or answering before it actually happens. In the opening, Tim Tebow asks Kyler Murray if he’s looking forward to the upcoming football season and Murray answers that he’s been “working on his anticipation”. Tebow agrees that having anticipation as a skill is important and says, “Anticipation is key.” From that moment on, Murray is always one step ahead knowing exactly what is going to happen next.

It’s very cleverly done and makes a strong impression as part of a memorable campaign Nissan has been running for years around all the former Heisman Trophy winners living together in a mythical “Heisman House.”

As I was watching the commercial, it reminded me of the type of Sales professional I’ve seen and have had in too many Sales training programs recently. The type of Sales Professional that always has the answer and cuts off the customer before they ever speak or share their needs. That’s not anticipation, it’s rudeness.

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Something is happening in the business world as we “zoom” into 2021. Along with all the changes and advances in technology and the way we will work in the future is need for a return to basic and foundational skills like having a strong “Business IQ.”

A Business IQ is the knowledge, skills, and tools related to the competency of Business Acumen. In its simplest form, a Business IQ is understanding everything related to how a business makes money, how my business makes money, how my customers make money, and how my key competitors make money.

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As we move toward “The Next Normal” in a blended, post pandemic reality, there is a growing need for business leaders to refine their approach to delivering value to their customers.

Over the past few months as the impacts of the next normal has started to settle in for many, I have had the unique opportunity to work with hundreds of business professionals as a facilitator helping to develop their future Business Acumen skills. Most of these instances have been as part of virtual talent development engagements that utilize digital business simulations to enable participants to learn-by-doing.

One of the first things participants do when they are promoted to the Executive Leadership Team of their simulated company in a Business Acumen workshop is to determine their strategy, value proposition, and how they are going to play to win. It sounds easy, but it’s extremely difficult to execute. It’s exponentially harder in the “real world.”

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If you are a leader who is responsible for setting and / or executing strategy then you have heard the “experts” (other thought leaders, consultants, academics, etc.) say, “Strategy is also about what you don’t do and in many cases what you don’t do is more important that what you do pursue.”

From Michael Porter to Blue Ocean strategy to Playing to Win, the experts present a process of strategic thinking where you understand your markets, customers, and competitors and then decide on your differentiation in order to execute your business plan. They all say that businesses “can’t be all things to all people,” and that the hardest decisions are the ones where you say “no” to certain opportunities that will confuse the strategy and make it more difficult for companies to execute.

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