A Chip off the Block from March 8th was a Distraction QuickTip – Do you have Shiny Squirrel Syndrome? since then I’ve noticed something about organizational changes in a few different inside sales organizations.
Instead of having a systematic way to experiment, it appears (both to your team and from the outside) that there is constant change in direction without any follow-through.
Which – even if it is a false appearance from your perspective – means no lasting changes are actually taking root.
here are my safety tips on Inside Sales Experimentation:
1. share the why behind the experiment
2. share the result you’re hoping to achieve – today’s baseline – AND how you’ll be tracking them
3. train on “the new thing”
4. practice / role-play “the new thing”
… this is where you begin tracking …
5. implement a BURSTfocus time for your whole team to try it
6. review their experience
7. practice / role-play “the new thing” (yes again)
8. hold another BURSTfocus time for your whole team to do it (yes again)
9. review what the team is thinking
10. practice / role-play “the new thing” (yes again)
11. share tracking to this point, reviewed against both the baseline AND result you’re looking to achieve
12. practice / role-play “the new thing” (yes again)
13. implement a BURSTfocus time for your whole team take action
14. review
15. decide if “the new thing” is a best practice OR should be abandoned
Until you’ve done all that… don’t drop something for the next Shiny Squirrel.
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