Apr 2013

End Game

Its the End Game!

At this point in time, I’ve examined many many sales methodologies, and have found them to be quite useful. Each provides some unique insight int human nature, the seller / buyer conversation, and insight into organization behaviour that is worth knowing.

And there seems to be an endless volume of approaches, systems. methodologies and so on. Each proclaiming to be the answer to what ails you. Sounds good, yet talk is cheap.

Here’s a startling fact. The only material change in ‘Sales’ over the past 10 years is an increase in the NoDec rate, or No Decision rate. It is up by 10% to the detriment of Wins and clearcut Losses.

That tells me that in spite of all the Sales 2.0 bruhaha, what has changed is buyer behavior. They cannot or will not decide. When that happens, regardless of the quality of the sales process, nothing is going to happen.

Why is that?

My theory is simply this. We are at the end of career cycle for most baby boomers. In the end game, mistakes are fatal to the outcome. In any endeavour, mistakes at the beginning can be recovered from. In the end game, rarely.

So for the millions of Baby Boomers in positions of authority, change is a dirty word, change equals risk. And when the finish line is in plain sight, why would anyone put their remaining career time, pension, separation bonus, and so on at risk? Personal, Financial, and Professional Career rewards are minimal at best compared to the downside.

So nowadays, nobody makes a compelling decision that leads back to themselves. Instead they invent committee process, matrix decision algorithms, seek total agreement and consensus, before moving forward. The most probable outcome of this type of process is Indecision, lengthening sales cycles, and more often than not, Decision Avoidance.

Fear is a powerful motivator in the end game.