Early this year I read an interesting article from John Cousineau’s blog entitled, “In Sales Productivity, Velocity Matters”.
It was interesting and also described something that I believe wholeheartedly.
The speed with which you act is the most important factor within your control!
In good times this may seem to be less important, but when times get tough this is just as important for management as it is as a sales person.
For sales the math is simple:
- reduce your time to close by 50% and you can sell 2x as much! Very powerful stuff…
From the business side the best way to succeed when times are tough is to”reduce your time getting to decisions”. The advantages here are also crystal clear:
- Faster decision making gives more time to evaluate, with more time for a correction
- More lead time means lower cost of mistakes
Before you can take an action you must make a decision, the faster you can get to a decision, the faster you can take action.
Or as Napoleon Hill once said:
“Do not wait; the time will never be “just right.” Start where you stand, and work with whatever tools you may have at your command, and better tools will be found as you go along.”
If you want success, you better start doing…and doing with velocity!
