All posts tagged: scott

The Knowledge-Action Divide

April 1, 2015 No comments
Wintrip Consulting Group : Take No PrisonersTake No Prisoners is a free biweekly memo from Scott Wintrip that explores how Radical Accountability prospers companies and changes lives. Instead of taking people hostage with outdated, heavy-handed, and ineffective methods of management, measurement, and motivation, Radical Accountability focuses on creating an unwavering responsibility for getting done what matters most.

Next time an employee tells you he already knows all about what you’re saying, ask the following:

That’s great! How much are you doing that?

Chances are there is a gap between what he says he knows and what he’s doing with that knowledge.

The divide between knowledge and action is plaguing companies across the globe. The dangerous assumption that just because someone knows something automatically means he’s doing it keeps him from assessing his actual behavior. Managers who don’t look closely at this gap are missing the opportunity to ensure that people are always doing the next right thing.

The need to get “back to basics” is a symptom of this common problem. Imagine what would happen if people stayed with those basics. And why shouldn’t they? If they are so basic, there should be no excuse nor any barriers to doing them. The real issue, more often than not, is the Knowledge-Action Divide. Bridge that gap and you’ll not only close a mental loophole, you’ll close more deals and retain more customers.

This Week’s Radical Accountability Activating Action: Take time this week to identify the gaps between knowledge and action. Next week, start closing those for good.

Follow me on Twitter! You can find me here: https://twitter.com/ScottWintrip
Every day I provide pithy pieces of advice and wisdom. Join the growing crowd who read these gems every day.

You may subscribe and encourage others to subscribe by clicking here.

Check out my podcast series called Simply Scott on iTunes.

If you’d like to reach me, email: scott@ScottWintrip.com or call my direct line: (727) 502-9182

Visit my web site: https://www.WintripConsultingGroup.com

Scott WintripThe Knowledge-Action Divide
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Staying in Contention

March 18, 2015 No comments
Wintrip Consulting Group : Take No PrisonersTake No Prisoners is a free weekly memo from Scott Wintrip that explores how Radical Accountability prospers companies and changes lives. Instead of taking people hostage with outdated, heavy-handed, and ineffective methods of management, measurement, and motivation, Radical Accountability focuses on creating an unwavering responsibility for getting done what matters most.

People don’t just wake up one day and suddenly select a random vendor when making a purchase. A confluence of factors makes buying possible, with one of the most important being Brand Consciousness.
Unless a company is a known poor performer in the market, being passed over as a contender is always caused by one of the following:

  1. Buyers don’t know that the company exists (Brand Unconsciousness).
  2. They’ve forgotten they exist (Brand Amnesia).
  3. They don’t yet understand the true value of their offerings, especially when compared to competitors (Brand Dubiety).

The job of every sales leader and their sales team is to overcome these factors by remaining in sight, in mind, and in contention. Sustaining Radical Accountability to maintain this standard requires a simple, three-part approach called the Attractive Persistence Plan:

  • Brief: Messages left are no longer than 30 seconds total. This includes a brief introduction, a compelling question or statement (such as a result recently achieved), and contact information (repeated twice to ensure accuracy).
  • Polite: Do not bash the competition, chastise the prospect for not calling back, or have an arrogant attitude or tone. Do call persistently, which for many people means about once each week.
  • Interesting: Make a different statement or ask a different question in each message. Questions and statements should be provocative; the kind of question or statement that would stick in someone’s mind. The goal is to begin to deliver value from the very start, and that begins with leaving valuable, interesting messages.

This Week’s Radical Accountability Activating Action: Apply the Attractive Persistence Plan to counteract any instances of Brand Unconsciousness, Brand Amnesia, or Brand Dubiety. You can learn more about the Attractive Persistence Plan by reading Sales Yoga.

Follow me on Twitter! You can find me here: https://twitter.com/ScottWintrip
Every day I provide pithy pieces of advice and wisdom. Join the growing crowd who read these gems every day.

You may subscribe and encourage others to subscribe by clicking here.

Check out my podcast series called Simply Scott on iTunes.

If you’d like to reach me, email: scott@ScottWintrip.com or call my direct line: (727) 502-9182

Visit my web site: https://www.WintripConsultingGroup.com

Scott WintripStaying in Contention
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Innovative Business Practices

March 11, 2015 No comments
Wintrip Consulting Group : Take No PrisonersTake No Prisoners is a free weekly memo from Scott Wintrip that explores how Radical Accountability prospers companies and changes lives. Instead of taking people hostage with outdated, heavy-handed, and ineffective methods of management, measurement, and motivation, Radical Accountability focuses on creating an unwavering responsibility for getting done what matters most.

Most people would agree that killing the success of a business with ineffective approaches is a really bad idea. Unfortunately, that’s what’s happening in many companies across the globe. While the use of Repetitive Practices in their businesses may not close the doors, they are hampering the achievement of their tremendous potential.

What is a Repetitive Practice? It is an inefficient method or routine that is often the way things have always been done. Repetitive Practices are all too common and are the cause of or a contributor to most of the challenges faced by companies of all sizes.

How do you spot these? Watch for one or more of the following indicators:

  • A process that achieves less than the intended result.
  • Beloved or institutionally sacred methodologies that people fight to keep, even when these methods have lost their competitive edge.
  • Any routine that is complex, requiring constant reminders of what to do and how to do it.
  • A system, procedure, or course of action that people defend by saying, “But that’s the way it’s always been done.”
  • All ways of doing things that are the same after a maximum of two to three years (business and the market have evolved but processes lag behind).

What happens when you replace the repetitive? One example is an advisory client that improved sales tenfold in just three months. Their Repetitive Practice of Sales Force, a sales process that attempts to control the client, was replaced by the Innovative Practice of Sales Flow, a collaborative way of selling that engages the customer in selling themselves on buying. Sales Flow required them to put in less effort while creating happier buyers, enrolling them in a more satisfying process.

This Week’s Radical Accountability Activating Action: Start replacing Repetitive Practices with Best Practices and Innovative Practices. Download the Business Practices Spectrum today to begin this process.

Follow me on Twitter! You can find me here: https://twitter.com/ScottWintrip
Every day I provide pithy pieces of advice and wisdom. Join the growing crowd who read these gems every day.

You may subscribe and encourage others to subscribe by clicking here.

Check out my podcast series called Simply Scott on iTunes.

If you’d like to reach me, email: scott@ScottWintrip.com or call my direct line: (727) 502-9182

Visit my web site: https://www.WintripConsultingGroup.com

Scott WintripInnovative Business Practices
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