4 Keys to Turning Strategy into Results
As I recall the last 10 years coaching mentoring
and training sales people (plus the previous
15 as a sales manager, sales agent and sales rep
there’s one thing that has stood head and shoulders
above anything else in terms of results.
It’s putting great ideas into practice
It’s the bridge between an idea or a theory and
the practice and transformation of results
In fact, when I see people trotting out the
same old sales rhetoric that they borrowed
from someone who borrowed it from someone
else it really annoys me.
It’s the exact same reason why I am so strict with
what I train in my programs and have the criteria
that every idea I teach has to be…
1. Proven and tested by me and
2. At least 1 pilot client before I roll it out to
So below, I have outlined the 4 fastest ways to
bring a strategy, idea or an approach to life.
1.Bounce the idea off a friendly
We all have “friendlies” in business. These are
the clients, associates and friends who
know, like and trust you. They are the people
who’s opinion you trust and respect and
who have your back. Got a new idea ?
Bounce it off 10 friendless before you take
it to market
2. Be aware of statistical significance
I learned this idea from an incredibly
talented marketing lady Leela Cosgrove
– often we start something and get an
average result and then give up on it
What we often fail to recognise is that
we don’t really start to see a significant
pattern until we’ve done something
I recently read that until you have tried
something 150 times you won’t really know
if it’s good or not.
Mike Patton, avant garde singer, song writer and
“if it comes from inside you it’s already
What that means is that you can like
a new idea or think it has legs but it’s
only once you have actually market tested
something that you will know if other
people think it’s good also
3. Put your own stamp on it
I often say this when I am writing sales
scripting phraseology for clients.
We need to internalise an idea and make it
our own if we are to sound authentic.
In that respect we need to put our spin
on it so it sounds like us and is in
keeping with our personality or our
brand if we are implementing as a
Clients and people in general can
spot, sense and very easily reject
Keep it real and you will go far
4. Keep testing and trying new things
Famous CEO Jack Welch said
“When the rate of change outside the
organisation exceeds the rate of change
within the organisation, the end is
I’ll leave you with one and another
What are you trying that’s new right now ?
What have you tried that’s new in the last
30, 60 or 90 days ?
Find something you can test. Something that can change your current results