In the movie “Wall Street” (the original version, not the new one with Shia LaBeouf although I’ve heard this is a decent sequel), Michael Douglas’s character – the billionaire broker Gordon Gekko – says: “The most valuable commodity I know of is information. Wouldn’t you agree?”
Yes, we would agree although the information we encourage CEO’s to seek for success is legal insider information that doesn’t require hiring a Charlie Sheen to do the dirty work (he’s in enough trouble these days anyway…).
Growth begins with basic information about your prospects, your sales team and your company itself. Once that information is acquired, you are ready to act, adapt and achieve. As it turns out, Gordon Gekko, though ruthless, can provide our economic interests with some good reminders.
To get information from your prospects, remember that “money never sleeps,” so the time has come to shake up the snoozers in your pipeline. De-grape them by simply asking them the question that will turn them into a yes or into a no as discussed above.
To give information to your sales team, remember that “if you’re not on the inside, you’re outside.” Thus, over-communicate your company’s vision, plan or strategy again, again, and again. Your team can’t win if they’re not amazingly clear on what they are aiming for. Uncertainty on their end will put them in The Grape Zone of inaction, or worse irrelevant action. Clarifying vision should be done weekly in 1:1’s, team meetings, emails, a weekly blog and of v-log (video blog) from the leadership in the company. This is the inspiration, pace and frequency they need.
And for the most important information on the inside, focus directly on your company’s mindset. Mindset is where winning sales and building sales teams starts. Putting mindset before process is what we call The Achievement Model. The Achievement Model establishes that, with the right mindset, almost any set of processes aimed at developing new business will work. Think in terms of enrolling clients, as opposed to closing deals. Be a client’s partner instead of their vendor. Provide value because you have worked to understand your partner’s ends needs rather than just their immediate problem. Staying true to the winning mindset of your company can be a grueling routine that requires daily, if not hourly, adherence and discipline. But it pays off. Mastering mindset propels the right action which ultimately leads to growth in sales. And when it comes to new business, don’t be shy.
As Gekko said: “Greed, for lack of a better word, is good.”
At least we think so in terms of growth for CEO’s in 2011.
Happy New Year!
Joe