How to avoid playing 'pata potea' with your sales team

In the heart of Rift Valley, as the golden hues of the maize fields paint a nostalgic scene of my childhood, I'm transported back to the days when opportunity rustled through the air like whispers among the stalks. It was a time when the earthy scent of freshly turned soil mingled with the promise of possibility.

In those youthful days, after the arduous labor of clearing fields, my friends and I would embark on a scavenger hunt amidst the maize, seeking out overlooked cobs to sell and pocket a few precious shillings. Oh, the simple joys we pursued with such fervor!

But amidst the rustling leaves and golden kernels, I stumbled upon a scene that would forever imprint on my young mind. A crowd had gathered, their voices animated with promises of doubling our meager earnings. Entranced by the allure of quick gains, I dove headfirst into the fray, only to witness my hard-earned coins evaporate like morning mist.

The harsh sting of that experience lingered long after the echoes of laughter and chatter had faded. It taught me a lesson that resonates even now—a lesson about the peril of hasty decisions, the gamble of chasing after fleeting gains without a plan.

In the world of sales, it's all too easy to fall prey to the allure of shortcuts and quick fixes, to play the dangerous game of "pata potea," where gains vanish as swiftly as they appear. But through the years, I've come to realize the true value of preparation, of having a playbook to guide your steps through the twists and turns of the sales journey.

Just as a farmer meticulously tends to each row of maize, nurturing it from seed to harvest, so too must a sales professional cultivate their approach with care and foresight. And that's where the playbook comes in—a roadmap crafted through careful consideration of our target audience and buyer personas, a blueprint that maps out the sales process from start to finish.

It's about understanding who we're selling to, what drives them, and how we can best meet their needs. It's about creating content that speaks to their pain points and aspirations, organizing our resources in a way that guides them seamlessly through the buying journey.

For in the dance between opportunity and risk, it's not the swift or the reckless who prevail, but those who tread with purpose and preparation, guided by the steady hand of a well-crafted playbook.

Excerpt By Doris Chelagat M.