By Sid Chadwick – 10/30/19
Published in American Printer

“To do good things in this world…you first must know who you are…and what gives you meaning in your life…”…………………..Robert Browning

INTRODUCTION:

I was recently asked, by a key person at a client:

“Since we are finally booked-out almost three weeks in our Pressroom (for the first time in memory), could we forgo the biweekly Sales Education & Training Sessions…?”

A few of the questions…. that followed…after a short (“control my reaction”) pause:

  1. Did you have “Inside Project Managers” — making contact, noticeably proactive follow-up contact — with customers… before regular Dept. Training Sessions — were initiated…?
  2. Are you winning work from customers, through contact initiatives from your “Inside Project Managers” — that was not occurring — ever — before the last few months..…and your Training Sessions….?
  3. If there’s little to no accountability for your Inside Project Managers re. their results from contacting customers, do you think that steady, ongoing improvement of results from contacting customers — is expected to continue improving…or even…. continue…?
  4. Does your organization have a history, a pattern…. of dropping ……of forgetting… initiatives…. that are needed….for lack of follow-up and accountability….?

Look at the great Teams, the great organizations, with profound, sustained, competitive reputations.

Do they ever quit training, and posting results…?

Not many outside New England — want to ask, or discuss,

How did Bill Belichick develop such a winning record…?

Evidence shows he never quits preparing, and looking for what needs improving…Watch him on the sidelines of games his Patriots are winning by 3+ touchdowns — he’s still…. “Observing….jotting-downwhat needs to be improved…!”

The New England Patriots come through their Training Room Door, reading:

  1. Do your job.
  2. Be attentive.
  3. Pay attention to details.
  4. Put the Team first.

“If you pay attention…. and you’re coachable… and you work hard…. you’ve gotta improve….. That’s really what it’s about for us.”……Bill Belichick

SUMMARY:

review opportunitiesWhat are you measuring….and improving…. and reporting…..that makes you a better organization….a company that your employees…and your customers…. want….. to be associated with….?

Anecdotal opinion is that…. many of the best NFL players…….privately…..want to be recruited… to play on the Patriots team….!

What are you doing….. to win more profitable work….to improve your Team…..?

Don’t you have to replace 15% – 20% of your revenues…..every year…?

How would your Customers vote…. on the philosophy…on the culture….. of ongoing education and training…. of your personnel…….?

The artist is nothing without the gift…. but the gift is nothing without the work…..”……………..Emile Zola

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