Change is an inevitable part of life, yet it often meets with resistance, especially within organizations. In a recent episode of Sales POP! Online Sales Magazine and Pipeliner CRM, host John Golden engages with John Fisher, an expert in leadership and personal development, to delve into the intricacies of change management. Fisher, known for his constructivist approach and the Fisher Curve methodology, shares valuable insights on managing both organizational and personal change. This blog post will break down the key themes and actionable advice from the episode, providing a comprehensive guide to effective change management.

Understanding the Nature of Change

The Paradox of Resistance

Fisher begins by addressing the inherent contradiction in human behavior regarding change. Despite its constant presence in our lives, change often meets with resistance. He references a quote attributed to Epictetus: “You cannot step into the same river twice,” highlighting the irony of our resistance to change even as we navigate it daily.

Historical Context

Fisher points out that historical figures like Machiavelli understood the need for groundwork in managing change. However, modern practices often overlook this lesson, leading to insufficient preparation and lack of engagement with those affected by change. This can result in negative reactions, including sabotage.

The Challenges of Change Initiatives

Short-Lived Efforts

Fisher shares insights from his experience with change initiatives, noting that organizations often abandon significant changes after a year or two due to a lack of immediate benefits. This creates a culture of skepticism, where employees view new initiatives as just another passing trend.

Visualizing Change

To address skepticism, Fisher recounts a personal experience where he created a visual representation—a jigsaw puzzle—showing how past initiatives contributed to the current change. This approach helped contextualize the change and reinforced the idea that previous efforts paved the way for progress.

The Importance of Context

A Change Timeline

Fisher emphasizes that context is crucial in managing change. He advocates for a change timeline that includes the past, present, and future. Acknowledging past successes while providing closure is essential for employees to understand the need for change.

Co-Creating the Vision

Fisher suggests that organizations should co-create the vision for change with employees, fostering a sense of ownership and engagement. Recognizing employees’ contributions to past successes can help mitigate resistance to change.

Engaging Individuals in Change

Individual Nature of Change

Fisher asserts that organizations do not change; rather, people do. Successful change requires engaging individuals at a personal level. He introduces a model that assesses individuals’ perceptions of change, categorizing them based on their readiness and willingness to embrace new initiatives.

Addressing Resistance

Golden points out that even a small number of individuals resisting change can jeopardize the entire initiative. Fisher agrees, emphasizing that organizations must address the concerns of those who are hesitant or actively opposed to change.

Communication as a Change Tool

Over-Communicating

Fisher asserts that organizations can never overcommunicate during times of change. He emphasizes the need for diverse communication methods to reach different audiences effectively. These include newsletters, team meetings, video calls, and town hall addresses, ensuring that all employees receive consistent and clear messages.

Effective Communication Strategies

Fisher shares a personal anecdote from a previous change initiative, where effective communication strategies kept employees informed and engaged. In contrast, neglecting communication with those who remain in the organization during transitions can lead to feelings of disenfranchisement and resentment.

The Generational Challenge

Adapting Communication Styles

Golden raises the challenge of managing change in a multigenerational workforce, where individuals receive information and communicate differently. Fisher acknowledges this complexity and reiterates the importance of adapting communication styles to meet the needs of various generations.

Conclusion

As the episode draws to a close, Fisher summarizes the key takeaways:

• Context is Crucial: A change timeline that includes the past, present, and future helps employees understand the need for change.
• Effective Communication: Diverse communication methods ensure that all employees receive consistent and clear messages.
• Engaging Individuals: Successful change requires engaging individuals personally and addressing their concerns.

Fisher highlights the adaptability required in change initiatives, encouraging organizations to speak their employees’ language and foster an inclusive environment. Golden thanks Fisher for his insights and encourages listeners to explore the resources and information provided in the episode.

In summary, this episode offers valuable perspectives on change management, emphasizing the need for context, communication, and individual engagement to successfully navigate the complexities of organizational change. By implementing these strategies, organizations can foster a positive environment for change and achieve lasting success.

A dealership must have the best team to be successful in the automotive sales industry. A productive sales team can boost profits, improve customer service, and create a respected brand. This article will explain what a sales manager needs to build and maintain an excellent automobile sales force. It addresses the fundamental processes for designing an effective salesforce that can consistently surpass its goals and provide exceptional outcomes.

Recruitment and Selection

Creating a high-performance automotive sales team should start with effective recruiting and selection. The ideal candidate profile balances sales potential, love for cars, and interpersonal skills. Implement strict screening processes like thoroughly reviewing resumes and conducting phone interviews. Ensure that they can speak about the features of some models to clients by testing their knowledge in car matters to evaluate their sales ability.

These behavioral interviews gauge how candidates handle different sales situations and customer interactions. Role plays observe their capability in engaging potential purchasers, handling objections, and closing deals. These practical assignments enable one to understand the likely performance of such an individual.

Comprehensive Training Program

A sales manager should develop a powerful training program that will provide your sales team with extensive knowledge about the product. It must cover vehicle features, specifications, and comparisons that enable them to address customer questions effectively. Concentrate on consultative selling techniques, objection handling, and effective closing strategies to increase conversion rates.

Ensure your team is knowledgeable about CRM systems and digital sales tools to automate processes and enhance customer interactions. To keep your team ahead of the automobile industry, emphasize ongoing education on industry trends, new models, and market updates. This comprehensive approach will empower your sales professionals to excel in every aspect.

Performance Management and Incentives

Every team member, and the team in general, needs to have clear and measurable goals and key performance indicators(KPIs). It will help in monitoring their progress since you can conduct regular performance reviews. Offer constructive criticisms and coaching that is person-specific so that each salesperson can achieve their full potential. This ongoing support and guidance is what helps maintain high levels of performance.

Design competitiveness remuneration systems for the best performers and the whole group that encourage them to perform better. You may balance commission structures and base salaries according to the dealership objectives. In addition to money-based rewards, there are non-monetary compensation programs such as the ‘Salesperson of the Month’ award or any other performance-related benefits.

Team Culture and Support

Encourage and set a platform for an atmosphere of teamwork and freedom among the employees. Facilitate programs that allow experienced salespeople to mentor new members to hasten skill development. However, teach some sense of healthy competition through leaderboards and sales contests while at the same time ensuring it doesn’t ruin team spirit.

It should be done by providing the selling team with all necessary items, including updated product details, sales tools, and technology support services. Keep open channels between top management and the marketing team so that any arising issues can be addressed early and also ensure feedback is obtained. In this way, staff members will feel supported, hence raising their morale at work.

Endnote

The strategies above must be employed to build a successful automotive sales team. Implementing these techniques allows a sales executive to establish vibrant sellers, consistently achieving targets and enhancing dealership growth. Invest in workforce development and see vehicle revenue go up.

In a recent episode, I talked with Zack, a seasoned marketing consultant and the brain behind Think Alike Media. He shared innovative ways that intent data and storytelling can revolutionize sales outreach.

Transforming Cold Outreach

The shift from traditional cold calls to data-driven strategies has been significant. Zack explained how intent data from email interactions informs more effective outreach across platforms like LinkedIn. This method isn’t about pushing sales; it’s about understanding potential clients’ needs and building trust.

LinkedIn, in particular, becomes valuable for those who show interest through email but have yet to engage fully. Targeting these active users can tailor the outreach to create a more inviting and helpful interaction. This strategic approach helps establish trust before any sales pitch is made.

Deep Dive into Prospect Challenges

Zack emphasized the importance of deeply understanding prospects’ challenges. With intent data, we can identify prospects actively seeking solutions we can provide. This information is crucial for crafting messages that resonate personally, especially with the newer generation of executives who spend a lot of time on platforms like LinkedIn.

Building trust with these prospects hinges on presenting relevant and timely solutions. The goal is to connect genuinely, offering insights and help rather than just trying to make a sale. This builds a rapport that is likely to lead to more fruitful engagements.

The Power of Social Proof and Storytelling

Our discussion highlighted how social proof can enhance storytelling in sales. Zack pointed out that by focusing on specific challenges the prospects face and offering customized solutions, our stories become more compelling. This tailored storytelling approach addresses their immediate needs and positions our offerings as the best solution.

Such stories are not just narratives; they are proofs of concept that showcase the benefits of our services or products in action. By illustrating how we’ve successfully helped similar clients, we make a compelling case that can sway potential clients to consider our solutions.

Authentic Communication Strategies

We also explored the importance of authenticity in our outreach efforts. Zack stressed that the language and tone of our communications must align with the industry and prospects’ backgrounds. This creates a narrative that feels personal and professional, which is more likely to engage and hold the interest of potential clients.

Email marketing can be a powerful tool for sustained engagement when done right. Zack shared techniques for crafting emails that captivate attention and maintain interest over time, which are essential for building long-lasting relationships.

Success Through Strategic Storytelling

To illustrate the effectiveness of these strategies, Zack shared a case study where strategic storytelling led to a significant business deal. A well-crafted email a year earlier re-engaged a prospect, eventually leading to a substantial six-figure deal. This example underscores the importance of consistent and engaging communication in maintaining long-term client interest.

The Importance of Personalized Communication

In B2B sales, communication customization is critical. Zack advised against the use of short, generic emails, which are often overlooked by busy professionals. Instead, he recommends detailed messages that demonstrate a thorough understanding of the prospect’s business and needs.

By focusing on providing solutions rather than just seeking meetings, we can show that we are truly interested in adding value to their business. This approach will elicit responses and foster beneficial relationships for both parties.

Building Lasting Connections

We concluded our conversation by inviting you to explore more about Think Alike Media and Zack’s strategies. His approach to using intent data and storytelling has proven effective in creating meaningful and lasting business relationships.

Thank you to Zack for his insights and our listeners for joining us on this deep dive into modern sales techniques. Remember, successful sales are not just about the data or the story alone—it’s about combining them to forge genuine connections and trust with your prospects.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Can you imagine your life without technology and software? No, right.

If you are into a business, then you may be aware that different businesses are always looking for ways to make their work easier and faster. One of the most easy methods is using automated business software.

The software helps in different tasks, such as organizing information and doing repetitive work. It is like having help that does things automatically without any manual help.

However, if you are still reluctant about using automated business software, then don’t worry here; we’ll tell you the nine benefits of the software.

Nine Benefits:

1.   Increased Efficiency:

Automated business software speeds up tasks compared to humans. By automating repetitive processes like data entry and inventory management, businesses finish tasks much faster. This saves time and money, boosting productivity.

For instance, invoicing tasks that would take hours manually can be completed in minutes with automation. This efficiency not only saves costs but also enhances overall productivity, allowing businesses to focus on growth and innovation. Take manually. This efficiency translates into cost savings and improved productivity.

2.   Reduced Errors:

Humans often make mistakes, especially during repetitive tasks. Business automation software mitigates this risk by adhering to predefined rules and workflows meticulously.

This precision ensures accuracy and consistency in crucial tasks like calculations, data entry, and order processing. By minimizing errors, businesses can maintain high-quality standards, avoid costly mistakes, and foster trust with customers and partners.

3.   Improved Decision-Making:

Automated software gathers and analyzes data from diverse sources, empowering businesses to make informed decisions swiftly. By identifying trends and predicting future outcomes, organizations can stay competitive and adapt to shifting market conditions effectively.

With real-time insights at their disposal, decision-makers can navigate complexities with confidence, ensuring strategic actions align with business objectives and customer needs. This proactive approach fosters agility and resilience, enabling businesses to thrive in dynamic environments while maintaining a competitive edge.

4.   Cost Savings:

Cost savings from Revalgo business automation tools and software can be substantial despite initial investments. By minimizing manual labour and streamlining processes, businesses slash operating costs, bolster profitability, and reap higher returns on investment. This financial efficiency ensures sustained competitiveness and long-term success in the marketplace.

5.   Enhanced Customer Experience:

Automation streamlines processes, reduces response times and enhances satisfaction. Personalized automated email campaigns cater to individual preferences, while chatbots offer instant support, boosting loyalty.

By delivering tailored interactions and swift assistance, businesses ensure a seamless and positive experience for customers, fostering trust and repeat business.

6.   Scalability:

As businesses expand, they require scalable systems to accommodate growth. Automated business software is highly adaptable, adjusting seamlessly to evolving needs. Whether handling a few orders or a large volume, automation maintains consistency and efficiency across the board.

This scalability ensures that operations remain streamlined and effective, regardless of the workload or the size of the business, supporting sustained growth and success.

7.   Regulatory Compliance:

Many industries face stringent regulations, and automated business software is crucial for ensuring compliance. By consistently enforcing rules and standards, this software minimizes the risk of non-compliance penalties.

It ensures that businesses adhere to industry regulations, reducing legal liabilities and maintaining a good reputation. With automation, companies can confidently navigate complex regulatory environments, focus on core operations, and avoid costly compliance errors.

8.   Better Resource Allocation:

Automating routine tasks allows businesses to allocate human resources more effectively. Employees can devote their time to high-value activities such as creativity, problem-solving, and critical thinking instead of repetitive administrative tasks.

This shift leads to a more engaged and productive workforce, driving innovation and efficiency within the organization. By leveraging automation, businesses can maximize the potential of their employees and achieve greater success in today’s competitive landscape.

9.   Competitive Advantage:

In today’s competitive marketplace, businesses must leverage every advantage available. Automated business software offers a significant competitive edge by facilitating faster response times, improved customer service, and streamlined operations.

Embracing automation positions businesses for long-term success, allowing them to stay ahead of the competition, deliver exceptional products and services, and maintain operational efficiency in an ever-evolving business landscape.

Conclusion

Automated business software offers numerous benefits, including increased efficiency, reduced errors, improved decision-making, cost savings, enhanced customer experience, scalability, regulatory compliance, better resource allocation, and competitive advantage.

By leveraging automation, businesses can streamline operations, boost productivity, and achieve greater success in today’s rapidly evolving business landscape.

Mobile commerce is rapidly evolving, with app commerce poised to overtake e-commerce as the primary driver of online sales. In a recent podcast episode, industry experts John Golden from Sales POP Online Sales Magazine and Pipeline CRM and Campbell Paton, co-founder and CEO of Store Lab, discussed the future of mobile commerce and the shift towards app commerce.

The Rise of App Commerce

Paton, a specialist in mobile apps and mobile marketing, believes that app commerce will eventually surpass e-commerce as the primary driver of online sales. He cites three main drivers for this trend:

• Push notifications: Push notifications have higher conversion rates than email, SMS, and traditional advertising methods. They are also free to send, making them a powerful tool for businesses.
• Enhanced user experience: Mobile apps provide a faster and more streamlined browsing experience compared to mobile web. This leads to higher conversion rates and a more satisfying user experience.
• Increased retention rates: Mobile apps can create a sense of exclusivity and community, leading to increased customer retention and higher purchase frequency.

Paton advises companies to consider a no-code solution for app development, prioritize conversion rate optimization in app design, actively plan and strategize app content, and utilize tools like MessageFlow for push notification campaigns.

Balancing Human Connection with Technology

The conversation also touched on the challenge of balancing human connection with technology in the app industry. People are increasingly seeking human connection, but at the same time, they rely heavily on apps and technology. Some apps have chat bot functions or the option to talk to a human, which helps retain a level of human connection within the app experience.

The Importance of Storytelling and Authenticity in E-commerce

Golden and Paton discussed the importance of storytelling and authenticity in e-commerce. Businesses should tell their story, show behind-the-scenes processes, and establish trust and credibility with customers. Authenticity and credibility can be easily achieved through simple tools like smartphones.

The Impact of AI on the App Industry

The conversation then shifted to the impact of AI on the app industry. AI can be used for personalized recommendations and text-based marketing platforms like push notifications.

The Concept of “Less is More” in App Design

Finally, Golden and Paton touched on the concept of “less is more” in app design, highlighting the importance of focusing on essential features and avoiding clutter. App builders provide pre-designed elements that are optimized for conversion rates, ensuring a streamlined and effective user experience.

The discussion between Campbell Paton and John Golden provided a deep dive into the future of mobile commerce, the rise of app commerce, and the importance of balancing human connection with technology. Paton’s expertise in app design and mobile marketing added valuable insights to the conversation.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Understanding the Acquisition and the Need for Change

As the host of the Sales POP! Online Sales Magazine and Pipeline CRM. I had the pleasure of interviewing Andrew Swiler, the CEO of a leading software suite for Microsoft users. Our conversation revolved around his experience acquiring and turning around a software company. Andrew emphasized the importance of understanding what you’re buying when acquiring a company and the need for significant changes when sales are flat.

The sales team he inherited had no objectives or KPIs and lacked modern sales tactics. They were solely focused on farming the current user base for revenue and were resistant to change. Andrew shared that the existing sales process was not really a process at all, with each salesperson having their own way of selling. This lack of structure and resistance to change were the first challenges Andrew had to tackle.

Implementing a Personalized Approach to Sales

To turn things around, Andrew implemented a more personalized approach to the sales process. He encouraged the sales team to make personalized calls and send personalized emails, showing genuine interest in the prospects’ businesses. He also emphasized the importance of curiosity in sales, comparing it to the mindset of entrepreneurs. Andrew believes that salespeople need to be curious and constantly seek new knowledge and insights to succeed.

Rebuilding the Sales Team

Andrew discussed the process of rebuilding his sales team. He let go of most of the existing salespeople, except for one dedicated individual who had been with the company for ten years. This person was highly knowledgeable about the product and always went the extra mile to support the team. Andrew decided to give him a chance to prove himself as an asset, even though he wasn’t the best salesperson.

To rebuild the team, Andrew worked with someone to create a sales playbook that outlined their processes and steps for lead management, email sequences, and more. They then hired a few new salespeople, but one of them turned out to be unreliable and had taken another job without informing Andrew. This experience highlighted the importance of honesty and integrity in a small company like theirs.

The Challenges of Hiring Great Salespeople

Andrew emphasized the need for candidates who have held a job for more than three years. He finds it confusing how some people with a history of job-hopping still get hired. We also touched on the entrepreneurial nature of salespeople and the importance of curiosity and adaptability in a constantly changing market.

Andrew mentioned that he tries to hire more women in sales, as he believes they tend to be more honest and wants to address the gender imbalance in the industry.

The Importance of Authenticity in Sales

We discussed the importance of authenticity in sales and the shift towards more human-centric selling. I mentioned that women salespeople often bring a natural level of empathy and authenticity to their interactions. Andrew agreed and added that many salespeople, both men and women, are naturally competitive. Sometimes this competitiveness can manifest in a toxic way.

Andrew shared an example of a toxic salesperson who would yell at people on the marketing team and treat others with deference. He emphasized that authenticity is crucial in sales.  As people can see through inauthentic behavior.

The Need for Genuine Connections

Before the pandemic, there was already a growing desire for human relationships in sales.  The pandemic has further highlighted the need for genuine connections. Andrew mentioned a statistic from McKinsey that 80% of software buyers prefer not to speak to someone. Before purchasing software, which surprised him. I suggested that this preference may stem from bad experiences. If a salesperson can surprise and provide value to the buyer, they will stand out from the competition.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Transforming Marketing Chaos into a Structured Success

As the host of the Sales POP Online Sales Magazine and Pipeline CRM podcast, I recently had the pleasure of hosting Austin LaRoche, the CEO of Attack Interactive. Austin’s company has developed M2’s marketing-to-sales framework and B2B growth system, a revolutionary approach that aims to bring purpose and structure to marketing efforts.

The Birth of a New Marketing Framework

Austin explained that M2’s framework was born out of a need to address the chaotic and haphazard approach many companies take towards marketing. Without a clear understanding of their vision, branding, audience, and data, these companies often find themselves lost in a sea of random marketing acts.

The M2’s framework is designed to bring order to this chaos, optimizing marketing operations for success. It emphasizes the importance of understanding the company’s vision, effectively communicating the brand message, knowing the target audience, and making data-driven decisions.

The Challenge of Data Overload

In our conversation, Austin and I delved into the challenges of data overload. In today’s digital age, companies are often swamped with data, making it difficult to focus on the metrics that truly align with their goals. Austin suggested a solution to this problem – the scorecard model. This model simplifies data analysis, enabling companies to make data-driven decisions with ease.

Strategic Planning: The Heart of the Framework

We then moved on to discuss the strategic planning phase of the framework. Austin explained that this phase involves identifying how to attract, convert, close, and delight each buyer persona. It also involves determining the tactics, KPIs, creative approach, and responsibilities for each stage.

Austin highlighted the importance of aligning marketing and sales efforts and breaking down the silos between the two departments. This alignment is crucial for the success of any marketing strategy.

Bridging the Gap: The Implementation Phase

Our conversation then shifted to the implementation phase, which Austin described as the bridge between strategy and execution. He emphasized the need for technology, resources, and content in this phase.

I added that a well-planned implementation phase should ideally last three to six months. This timeframe ensures focus and prevents distractions from the overall strategy. It’s also important to fill in gaps, utilize the right technology, create content, and bring in the necessary resources to fulfill the strategy.

The Importance of a Minimal Viable Implementation Mindset

We acknowledged that issues during the implementation phase can arise when things were not properly defined, expectations were unclear, or KPIs were not established. To avoid these pitfalls, I suggested approaching the implementation phase with a minimal viable implementation mindset. This approach ensures that all necessary elements are in place to start running smoothly, avoiding scope creep.

A Success Story

Austin shared a success story of a company in the environmental services industry. They worked on articulating the company’s unique selling points, refining campaigns, aligning technology systems, and automating processes. As a result, they saw a 20% increase in leads and conversions.

The Challenge of Differentiation

Our conversation also touched on the difficulty of differentiation in today’s market. In a world where everyone is vying for attention, standing out from the crowd is more important than ever. The M2’s framework provides a structured approach to marketing that can help companies differentiate themselves and achieve their goals.

In conclusion, our conversation with Austin LaRoche provided valuable insights into the world of structured marketing. The M2’s framework is a powerful tool that can transform random acts of marketing into a well-organized operation optimized for success.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

H2 is here and it’s not a midsummer night’s dream. It’s real. Of course, you can dream of a second half so strong that it drives your numbers up, salvaging your year, insuring robust performance and healthy commission checks. But how did your dreams of H1 turn out? January to June was likely filled with an assortment of positives and negatives. Always the case. But your sales optimism tells you that there’s plenty of time left before the ball drops on 2023. Time to accelerate. Time to close strong. Time to hit your numbers. Yes, there’s still time.

Your 2023 H1 dream takes you back to January and that SWOT analysis you conducted on your territory – that dreary process that assesses those four well-known categories:

Strengths: The internal characteristics, providing you with a clear advantage.

Weaknesses: The internal attributes that place you at a disadvantage and limit your ability to achieve your goals.

Opportunities: The positive external factors that increase your chances of success.

Threats: The negative external factors that jeopardize your success and increase your vulnerability.

You remember that January SWOT process well, don’t you? And maybe you’re fortunate to be part of an inspired organization that insured you integrate those January SWOT findings into practical plans to guide your 2023 progress. Probably not, though. If your sales organization is like most, those SWOT results were quickly forgotten in deference to a laser-focus on breaking out of the January selling gate fast. Those SWOT flip charts filled with valuable content were rolled up, rubber-banded and shoved into the corner of the storage room, never again to see the light of day.

But here we are in July at the very start of H2 and, at this point, there’s still time. Time to maximize strengths, shore up weaknesses, take advantage of opportunities and defend against threats. But how? By revisiting traditional SWOT? Truthfully, that’s not much better than dreaming. If you don’t believe that, why are your flip charts sitting behind the copier? It’s not about updating traditional SWOT but about raising it to a new and truly actionable level.

Go grab those flip charts and review your territory’s January SWOT findings, using them as a baseline. Some were likely spot on while others probably missed the mark by a mile. Refresh them now with honesty, using the lessons learned from H1. You can’t get a reboot on those six months of history, but you can learn from them. Experience, of course, is a cruel but effective teacher but you must have it on your side. And while you’ll identify new items to add that didn’t come up previously, your January work will save you lots of time. And just in case, if in the interest of starting strong, you never did conduct that January SWOT session, now is the time to do it. Not, though, through traditional SWOT and its passive focus. With half the year gone, that’s not good enough. You need to bring SWOT to life with concrete actions to drive real acceleration to insure a strong H2. To make a meaningful impact, you must act now.

The concept is simple, like all of selling’s best practices. It’s light on theory and heavy on action. To improve on traditional SWOT’s output, you create practical, defined actions for each identified SWOT item, enhancing each through these four critical areas:

1. Action: The primary action to drive improvement.

The outline of a plan or other type of initial progress, dictating real movement, strategy and action.

2. Impact: The effect of the achievement of the results of the action.

Here, you determine the expected impact – your forecasted H2 results of the action.

3. Accountability: The person accountable for making the action happen.

Since several individuals on your team play roles in driving the actions, it’s vital to identify who does what. The most effective way to accomplish this is through the popular RACI system, which illustrates the clear responsibilities of each person engaged:

R = Responsible – The people who perform the work to get the job done.

A = Accountable – The one person specifically and ultimately accountable.

C = Consulted – The people whose counsel is sought and with whom two-way communication flows.

I = Informed – Those simply kept informed of status and progress. While their input is always welcome, it’s not required.

4. Date: The date by which the action is to be completed.

The realistic date the action will be implemented.

With this simple process completed for all identified strengths, weaknesses, opportunities and threats, the actions are then listed by both impact level and date, generating a prioritized schedule for attacking the most productive actions first, maximizing improvement in H2. Your prioritized track to run on.

Take the time to build a practical, action-focused framework for your territory for H2. No dreams and no rolled-up flip charts collecting dust. You’ll have a powerful path forward to real improvement to win in H2 and to close the year strong. Remember, there’s still time.