the crab and his mother A crab said to her son, ‘Why do you walk so one-sided, my child? It is far more becoming to go straight forward.’ The young Crab replied: ‘Quite true, dear Mother; and if you will show me the straight way, I will promise to walk in it.’ The Mother tried in vain, and submitted without protest to her son’s challenge. Moral: Example is more powerful than precept. —Æsop, translated by george fyler townsend In the world of business you hear these questions often repeated: ‘What are your numbers? What is your budget? Why didn’t you hit your budget? How and when are you going to hit your budget?’ Yet, my guess is you’ve never heard an Æsopian response: ‘Quite true, dear Executive; and if you will show me the better way to sell our products and services, I will promise to follow your model.’ You never change things by fighting the existing reality. To change something, build a new model that makes the existing model obsolete. —Buckminster Fuller
This is because in many cases the Executive knows only numbers and has little or no idea of how to increase productivity through improved sales performance. In fact, the Executive may never have sold anything ever.* So instead of building a new model, the Executive turns the handle of the vice. HN
*In a 2011 study in Forbes, contributor Jeffrey Sanders says this -- ‘About 30 percent of Fortune 500 CEOs spent the first few years of their careers developing a strong foundation in finance. This is by far the most common early experience of today’s CEOs. As the second-largest constituent, CEOs who started out in sales and marketing roles account for only about 20 percent of the current big company CEO population.’ So, if you can accept the facts presented by Forbes, 80% of the top executives in Fortune 500 companies have no sales background.
Published on Mar 19, 2015
The webzine of HOWnet, aimed at assisting wireless companies worldwide increase their sales, increase their ARPU, reduce their COA, and impr...