ABCD - It's Not What You Think!

If you're an aficionado of hardcore sales-related movies, you probably remember Alec Baldwin’s speech about the ABC principle in Glengarry Glen Ross. Baldwin’s character, a difficult and demanding sales manager, tells his team: “ABC, always be closing, always be closing!” While I do not disagree with that sales tactic, per se, I align more closely with Richard Branson's emphasis on ABCD: Always Be Connecting Dots.?

?At FranServe, our second core value is "Grow or Die." That's a VERY big statement, and for it to be our second core value is a testament to our dedication to continually build the business!

?There are many people, including those with incredible talent, who plateau when they get to a certain point in their careers. They go with the flow and have the attitude of, “If nothing is broken, don't fix it.” Growth becomes a burden, not an excitement.

?I, on the other hand, loathe that thinking!! I call it ‘stinking thinking’ because it lulls you into complacency. For me, it's both boring AND disrespectful to our FranServe Affiliate Consultants, our franchisors, our suppliers and our team because business moves at the speed of light. To fear growth and be content to reap the benefits of prior success doesn't position a company for new trends, new personnel, or new innovations. Hence, I subscribe to ABCD: Always Be Connecting Dots.

?Let's unpack what that looks like.?

?Remind yourself of what it was like when you received a connect-the-dots coloring book as a kid. At first, the picture was totally unknown to you, but as you worked through and connected more dots, the picture became crystal clear. That, as a CEO, is what I do. I connect the dots for FranServe in terms of future growth.?

?Sometimes, that picture looks a little too unknown or too scary, and key players can't evolve. However, it also attracts key players who are ready to step up! As I always say, “Your vibe attracts your tribe!” And in this climate of economic uncertainty and business flux, being able to trust that the next dot you connect will make the picture clearer is what real CEOs do.?

?Yes, that's a risk! Because let's face it, it's easier to give everybody what they expect and know – the familiar – than to take them to uncharted waters, or to paraphrase StarTrek, to take them “where no [one] has gone before!”

?I challenge all business leaders to ABCD in their businesses and plot a course beyond the known, beyond the safe, beyond the familiar. Sometimes that means moving people to different positions or even helping them find new career paths. When you are shooting for the stars, you may discover not everyone actually wants to leave Earth. Growth needs to be viewed as exciting, not through a fear-based veil.

Franchising is indeed poised for explosive growth to those who will push the boundaries in areas like technology, marketing,?personnel, untapped markets - and most importantly in our industry - changing lives through franchise ownership!

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Alesia Visconti is the CEO and President of FranServe, Inc. , the world's largest franchise consulting and expansion organization. She has 20 years of business experience as a C-level executive driving organizational development and taking companies to the next level, both domestically and internationally. An author, professional speaker, and entrepreneur, her motto in life is “Work hard, play hard, help others, repeat.”?

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