The current coronavirus crisis won’t last forever. We know that from experience. But we also know that events like these will have a long-lasting impact on the business environment. The question is, do you have the right people in place in your business to navigate these troubled waters? And will they support your market strategy not just in the current crisis, but in the aftermath once the crisis has passed?
In the original version of the Magnificent Seven, Yul Brenner and Steve McQeen spend the opening scenes recruiting men to, “shoo some flies away from a little village.” In one scene, they come across Robert Vaughn who is on the run and now looking for work. When Vaughn agrees to join the team, Brenner holds up seven fingers indicating that they now have seven men on the team. McQueen, however, waves his hand as if to say, “hold on.” He has reservations about Vaughn. That’s when Brenner says, “No. No. He’s a good gun. And where we’re going is no church social.”
One of the things that I talk to sales leaders about is the difference between a thermometer and a thermostat. A thermostat can set the temperature and manipulate the climate to get to the desired temperature. A thermometer can only take the temperature. With the business uncertainty in today’s climate, we can only take the temperature and react minute-by-minute to this uncertainty.
I think we can all agree that being a topflight sales rep or account manager doesn’t automatically make you a candidate for sales management. I’ve seen plenty of cases where the people leading an organization took their top sales rep out of the field, where he or she was flourishing, and put them in a sales leadership role where they couldn’t use their favored skills.
Lance Tyson is an industry leader in sales training, development, and management. Selling is an Away Game is a must read for any sales professional, sales leader, or aspiring candidate in the industry.
Chief Revenue Officer, Tampa Bay Sports and Entertainment