I am sure that when The Police recorded this ditty, they didn’t think it could be part of the soundtrack for the great economic downturn of 2009. As you sit back and watch what some executives are doing to their companies, you can’t help but start singing the chorus, “murder by numbers 1, 2, 3, easy to learn as your ABC…”
While it is easy to understand the need to conserve, even cut back, it is hard to understand what some leaders are basing their decisions on. Why some leaders are doing things with so narrow a focus, blinders on the here and now while failing to maneuver and thrive for the long term.
Some time back I wrote a piece titled “We Sell Like We Buy – The Yin and Yang of Sales”, I am again reminded of the sentiment that inspired me to write that piece. Corporate leaders encourage their sales teams to go out and sell based on value, total cost of ownership, etc. At the same time they make decisions based on numbers, often out of context and with the narrow perspective. Just as in the original article, we see leaders saying one thing to their reps while acting differently, at times in ways that contradict their marching orders.
Specifically making decisions not based on current or future value, but strictly by the numbers, “murder by numbers 1, 2, 3, easy to learn as your ABC…”
Sell well,
Tibor Shanto – The Pipeline
You make an intersting poit, one that is a bit complex. On the one hand you want to take a long term view, on the other you have to keep the lights on and the stake holders happy. Not to sing the blues, but at time we are between the rock and the hard place, and you make the best choices you can, which at times is just a little better than not making a choice. If we survive we have a chance to readjust, if not then it was all for not.
Chris
Chris,
Thanks for taking the time to comment. I know that it is not a simple issue. My reason for wrting it was not so much to second guess hard decisions business people make everyday. I am talking more about the contradiction of a Sales VP telling his people to ignore the recession, sell value not price, then turning around and doing exactly the opposite.
Hard choices have to be made everyday, so why take the easy way out.
Again, thank you for your ccomments, hope to have further input from you soon.
Tibor