It is not a ZERO SUM GAME......

This week I will keep it short. I had a great conversation last week with one of the Territory Managers that I am responsible for. The topic of the conversation was on how our roles in sales are changing (notwithstanding COVID) and what areas/customers we need to start allocating more time to.

Without getting into too much detail, we have a channel/category of business where we have a Strategic Competitive Advantage. The challenge for this particular individual is that, in his mind, he would have to neglect a more traditional channel/category to pursue this one. I have to add here that this individual is a very high performer and a mentor to me which made this such a great conversation!!

I challenged him that he is likely spending 5 (arbitrary) units of work on the traditional channel when 3 units would give him the same payoff (5 units). This leaves 2 units of work left to apply to the new channel where we would likely see an additional 5 units of payoff (we reallocated 2 units and gained 5) Not a ZERO SUM GAME!!

Here is the rub: Making this leap takes courage to move outside the comfort zone and requires developing some new skills which can be a difficult proposition for many. However, if we keep curious and do not let our egos get in the way, there will always be opportunity to prosper!