Will It Make The Boat Go Faster?

Its not just a question, no its a guiding principle.

For those who don't know, this is the question which helped the struggling GB rowing team which were consistent in finishing in 7th?place at the Rowing World Championship. In 1998 the team faced the prospect of repeating the same cycle of disappointment ahead of the Sydney Olympics in 2000.

This question became their guiding principle, shaping every conversation, decision, and action they took. Rather than getting bogged down in the minutiae of their training regimen or dwelling on past failures, they focused relentlessly on what truly mattered: achieving their ultimate goal of winning, and Gold they won.

Sales, marketing, customer success, where competition is fierce and success is measured by results, finding innovative ways to drive performance is paramount. Using the same principle, "will it make the boat go faster?". How can you and your team become more successful?

Key to using this principle is getting your team to buy into it in the first place. Once they do, they will ask themselves, they will challenge their team members by asking, and in time they will ask you!!

Here are some key situations where asking this question is particularly relevant:

Strategic Planning:?When setting goals and devising your sales strategy, ask whether each component will contribute directly to achieving your objectives.

Prospecting:?Before reaching out to potential leads or clients, consider whether the effort invested in pursuing each opportunity aligns with your overall sales goals.

Qualifying Leads:?When evaluating leads, assess whether they fit your ideal customer profile and have the potential to generate significant value for your business.

Sales Meetings:?Before scheduling or attending meetings, determine whether they will move the sales process forward and bring you closer to closing deals.

Proposal Development:?When crafting proposals or making offers, consider whether they address the needs and priorities of the prospect and differentiate your offering from competitors.

Negotiation:?During negotiations, evaluate whether each concession or agreement will ultimately lead to a successful outcome for both parties.

Time Management:?When prioritising tasks and allocating resources, assess whether each activity will have a significant impact on driving sales and generating revenue.

My team and I have been asking this question for the past 18 months with some really good success. I believe it can work for any team which needs to perform.

Check out the book, Will it make the boat go faster? by Harriet Beveridge, Ben Hunt-Davis

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