Frameworks never fail to catch our eyes. But this one by @shreyas is super special when I look it from the eyes of a Sales Leader. Many sales team begin as Agnostic and unfortunately end up as Metric Driven while miracles await to happen when we are Data Informed
https://twitter.com/shreyas/status/1446540786288394246
When you launch a sales team to action(0 to 1) we start with no data. We hit the market with whatever is ready to sell. And then data starts showing the reflection of 'what do we sell' but we perceive it as 'what sells well'. Huge difference between the two. But easy to miss.
With this unverified perception of 'what sells well', we set the target for next quarters and focus our energy and time to scale up the ill-perceived 'what sells well' and ignore the rest. Ignorance will cost us dear
as we tend to adjust our portfolio based on this perception. Heavy allocations to our ill-perceived top sellers while potential top-sellers are totally ignored
In time, we set our key metrics and incentives based on our own 'what sells well' theory and we are lucky if we stumble upon thesis that emphasizes on products that we haven't focus yet
Sooner or later, we get to the mental state of knowing-it-all about the market and build conformity over the metrics. A perfect Metrics Driven utopia where new hypothesis are not tested enough
An audacious dream I have is to have a small but efficient team that always work simultaneously on testing new hypothesis. Could we sell more of X,Y,Z that will work wonder for the bottom-line while the history
is always heavily dependent on A,B,C that scale up revenue but bad for profit!!
This approach will get us to
1. Test the hypothesis in various market
2. Put more hypotheses to test
as you have a dedicated team on payroll
This approach will get us to
1. Test the hypothesis in various market
2. Put more hypotheses to test
as you have a dedicated team on payroll
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