You probably think you know how to tie your shoes.
You’re probably wrong.
You see, the way most of us learned how to tie our shoes is neither the strongest nor the fastest way to get the job done. Fortunately, through the wonder of the Internet, you can learn how to tie a strong knot that is less likely to come undone and/or an Ian knot, which is faster to tie and results in less wear on your laces.
Both options require a very small change to the method you learned as a child, and both are demonstrably better than the standard shoelace knot.
So why have you never tried one of these knots before?
It’s really easy to get stuck doing things the way you’ve always done them — whether you are talking about tying your shoes or working in sales ops. Sales ops teams have a lot of reasons for not trying new things. For example,
- Maybe what you’re doing has been working well enough, and you had no idea that there was a simpler, better way of doing things.
- Maybe you know there is another way of doing things, but you didn’t think it would be that much of an improvement.
- Maybe you know there is likely another way of doing things, but don’t think the effort involved will be worth the potential benefit.
- Maybe you’ve been wanting to do things differently for a while, but you don’t know how to get the rest of your team on board.
If you recognize yourself — or your team — in any of those reasons, today is the day to change your ways.
One of the things that all great B2B sales ops teams have in common is that they are always looking for ways to improve their current processes. Yes, they face the same organizational inertia as everyone else, but they find ways to overcome those challenges. And when they find a better way of doing things, they are able to get everyone else on board with the new method.
If you would like to adopt that mindset in your organization, start with the webinar Making Change Happen. It can help you learn how to overcome internal resistance and facilitate change in the sales team.
And if you’re looking for a simple change that could yield major results for your team, check out the following resources:
- Discover a new way to approach sales territory design that’s much more effective in the webinar Rethinking Sales Coverage.
- See how small improvements in just the right places can boost sales performance in How to Optimize Your Sales Funnel.
- Learn how to generate more revenue from the customers you already have in Generating More Sales from Existing Customers.
- Start looking at your sales analysis efforts slightly differently to uncover new growth opportunities after watching How to Use Sales Analysis to Drive More Growth.
One word of caution: it took me a few tries to learn how to do the strong knot and the Ian knot. And it took a whole lot of tries before either felt as natural as the way I learned as a kid. Changing an ingrained behavior is hard, but it can be worth the effort.
Making Change Happen
How do you get an organization to move away from the status quo and actually embrace doing things differently? How do you foster true adoption, as opposed to merely forced compliance? Given the organizational dynamics involved, effective change management requires a more strategic approach.
Rethinking Sales Coverage
For decades, teams have approached territory design and coverage planning in largely the same way. But current market conditions are forcing everyone to question the status quo and explore new possibilities,
How to Optimize Your Sales Funnel
With so many different variables involved, improving sales performance across the board and at-scale can seem like a daunting task. But with a different perspective on your sales funnel, you can generate huge improvements much more easily and with far less risk.
Generating More Sales from Existing Customers
Many B2B companies struggle to identify untapped sales opportunities and maximize revenue from the customers they've already acquired. In this four-part recorded training session, learn what leading sales operations are doing differently to grow share-of-wallet with existing customers.