Modi-Shah make the best CEO-COO combo- Lessons in sales from their victory

I was expecting BJP; on its own, to get about 220-230 seats this time and NDA to still cross the magical 272 figure. Though results didn't shock me but i was definitely overwhelmed. There is every type of analysis out there on why Modi-Shah won so convincingly. I am sales guy and I tried to look at this victory from a sales lens. Per me, both of them make the best CEO-COO material you can ever have on your board.

If there are a few lessons w.r.t to sales I drive from Modi-Shah's stupendous victory in this election, they are: 

* You have to sell what the clients wants to buy(Hope and Change) not what you have (or don't)? Clients will buy what they want to buy even if its not what they necessarily need. e-comm buying is an example of this type of selling too. The battle for the clients business starts and ends with their minds. Period. The narratives(and goal posts) had changed very consistently through the previous 5 years of Modi rule and on multiple issues but then the duo seized on the right narratives early enough and milked them to the hilt, and then(more importantly) moved on.

* Focus on your strengths and not your competition BUT hurt them with absolute control over data and information. Classic example being the case of missing helicopters for everyone else except the BJP's top brass to do campaigning. Apparently, these were reserved months in advance and I presume this was with a lot of intelligence and thought put behind it.

* There is no substitute for hard work. Whether your strategy is spray & pray or segment focused sales, put in 200% into each(or better; into both, if you can). At the end of the day, you have to get up everyday morning and sell. You have to be 24x7 in prospecting(nee election :)) mode. You can not let your hair down thinking tomorrow will be ok so let me rest today. 

* A vision(Modi) has to be sustained with an on-field operational set up(Shah and the cadre). We hear stories of so many organizations where the CEO's vision is great but it never translates to the field. Let your sales team direct your vision to the right audience. Each of Modi's speeches were localized with local issues and flavor while giving him his oratory and visionary freedom. You can't be in front of every client so listen to your sales guy who is closest to her.

* You have to seize an opportunity(e.g: Balakot) when it comes and be prepared to change the whole narrative if need be. As a sales guy, your job is to get past the finishing line; as they say, full charge ahead and damn the torpedoes. Don't hold on to an idea as if that's the last thing you will get to do. As long as you get to the finishing line, be ready to change the selling script.

* Perception is reality. As long as you can create a perception of winning in your clients(and competitors') mind, that's reality. The look on the faces of BJP(and its clients, err voters/cadre vs TMC or congress or any other said it all). Winning is a attitude as much as it a habit but more importantly, its a perception which has to be built with sustained effort.

Looking at the way the opposition ran their campaign, next post i will discuss what i feel we should NOT to do in sales.