'I was in 50 sales meetings in 30 days.'
This was the answer I got from a new #CRO.
The question I asked was:
→ You've been here 45 days,
→ how did you learn so much so quickly?
______________________
I was astounded by how much clarity they had about...
→ Sales motion challenges & opportunities
→ Marketing & positioning opportunities
→ Customer pain points & expectations
→ Sales rep strengths & growth needs
→ Pricing & commercial opportunities
→ Sales org design optimizations
→ Revenue Operations needs
→ Competitive landscape
→ And on and on...
...in 45 days.
How?
______________________
GEMBA:
Japanese for 'the actual place'
As in, the 𝘢𝘤𝘵𝘶𝘢𝘭 𝘱𝘭𝘢𝘤𝘦 that value is created.
It's paired with the concept of:
GENCHI GEMBUTSU:
meaning 'go and see'
As in:
get out of your ivory tower
and go see what's actually happening
at the exact place where the magic happens.
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If there's a problem
(or opportunity to optimize)
1️⃣ Observe directly, first-hand, empirically
(vs second-hand hearsay narrative)
2️⃣ Always ask 'why' to contextualize the observations
(vs assumptions, use front-line employee knowledge)
3️⃣ Respect and engage the front-line players
(vs finding fault in people, identify systemic oppties)
4️⃣ Report out on the findings
(vs keeping the breadth of stakeholders in the dark)
5️⃣ Commit to action & follow-through
(vs allowing valuable observation to go unexploited)
______________________
should religiously dedicate X amount of time
to 'go and see' what's happening in 'the actual place'.
🔺 If you're making critical decisions
🔺 without doing this, you've got blindspots
______________________
If this sounds valuable, yet you struggle to see
how you & your team would make it happen
amidst an overwhelming operational day-to-day reality.
▶️ REACH OUT ◀️
and we can talk about to implement new disciplines