“The Mission is Ordnance on Target”
The focus of this post is "focus".
The focus of the Navy Frigate Captain's observation (above) is simple, clear, concise and easy to understand. No mystification. The ship is designed and equipped for one purpose. The crew is trained to accomplish one purpose. the captain's decisions and commands are performed for one purpose–ordnance on target.
Now let's compare the Navy's approach to its mission to how salespeople deal with the sales process–
Do salespeople approach their sales calls with a 'mission'?
Is that mission as tightly defined as 'ordnance on target'?
Are their strategies designed to accomplish the mission?
Are they trained to execute those strategies effectively?
Do they perform the strategies with one purpose–to achieve the mission?
Do most salespeople wing it?
Do they not do any pre-call planning to determine what outcome they want to get?
Do they not do 'what if…?' scenario planning to take into account any anticipated eventualities in their sales meetings so they don't get caught by surprise and thrown off track?
Do they not receive any sales training to improve their selling skills?
Is their decision making performed to achieve a tactical outcome rather than a strategic one?
One group of salespeople is high performing.
One group of salespeople is underachieving.
Do you recognize focus, ordnance on target, when you see it?