If your win rate would increase substantially by your making an additional face-to-face sales call, would the “lack of efficiency” be worth the increase in effectiveness?If slowing down and spending more time in the discovery phase would allow you to come up with the right solution through collaboration while also building consensus, would slowing down be valuable if it meant a greater likelihood of winning the deal?Would the time spent nurturing your dream clients over the course of 36 months be worth it that initiative was responsible for your winning two or three multi-million dollar opportunities with the kind of loyal clients that remain with you for a decade?Efficiently InefficientThere is a particular focus on increasing efficiency in sales that stems from the digital age in which we find ourselves. The desire to use technology to gain efficiencies has caused companies and salespeople to trade automated emails for phone calls, and web meetings for face-to-face to meetings, reducing the time and the expense of selling.Because efficiency is the stated goal, the reliance on technology is accompanied by a form of Taylorism, slicing the sales roles thinner and thinner in attempt to “reserve the most expensive” sales resources for “closing well-qualified leads.” Both of these strategies are supposed to win more deals faster, and at a lower price. The less expensive, less effective salesperson is the first to speak to a prospective client, instead of the greater value creator.Like many good ideas, when one takes an idea too far, the result is often the opposite of what was intended. The complex, dynamic, and non-linear activity that is selling doesn’t resemble the assembly line. Your efficiency doesn’t do anything to help people and companies change, and make no mistake when you are selling that you are engaged in change management (whether you like it or not, and whether you believe you are responsible for doing so).No Wasted EffortThe additional face-to-face call isn’t inefficient if it increases your wins. If not making the call means you are likely to lose, you wasted all the effort up to that point, making skipping the face-to-face call inefficient.If slowing down to create greater value and certainty for your prospective client and all their stakeholders means you have the right answer and the support that results in a win, it is inefficient not to have the additional meetings.When you repeatedly do something that causes you to expend energy without achieving the desired outcome, that process is inefficient. For that process to be efficient, you’d need to achieve the result, in the case of selling, that means winning.
A newly formed Indian Premier League franchise — Delhi Capitals — has performed exceptionally well in the IPL and have grabbed the second spot in the points-table. The Shreyas Iyer-led side looks to seal a play-off berth and also clinch the title.Everything is new in this Delhi side — the management, players as well as support staff. But opener Shikhar Dhawan attributes the success to its coaches — Ricky Ponting and Sourav Ganguly.”It has been a good season for us. The franchise started with a clean slate,” Dhawan said on the sidelines of a function, organised by Fortis Healthcare and Delhi Capitals, to raise awareness about organ donation.”The support of coaches Ponting and Ganguly has been very good. Their experience as captains helped the team. Also, the belief they instilled in players made the difference,” said Dhawan. He has amassed 256 runs from eight innings.”At the same time, youngsters in the team are maturing and playing well. Even experienced players can learn a lot from youngsters, provided you have an open mind. That’s the beauty of cricket,” he said.On April 12 at the Eden Gardens, Dhawan missed a century against Kolkata Knight Riders by just three runs as his teammate Colin Ingram hit a six to give Capitals a seven-wicket victory.But he has no regrets. “I was not thinking of the century. It was more important to win the match. At that time it was important to hold on to my wicket. If I had fallen my team would have come under pressure. I wanted to take the team over the line because we had lost a couple of matches from a winning position,” he said.advertisementOn the Indian squad for the ICC Cricket World Cup, slated in England and Wales from May 30, Dhawan said it’s strong. “For the world cup, we have a good and a strong side. We are looking forward to competition. We will perform really well once we get there,” he said.Also Read | IPL 2019: Dhawan, Ishant dance like there’s no tomorrow after DC move to 2nd spotAlso Read | His positivity spreads: Amit Mishra on Delhi Capitals coach Ricky PontingAlso Read | India have strong side for ICC 2019 World Cup: Shikhar Dhawan
Mr. Lee-Chin told JIS News that Trust for the Americas will be leading the charge for support by designing a programme for the girls at the Centre “that will give them the support they need”. “Those of us who have a voice in the system and power in the marketplace should make sure we extend those facilities to those of our daughters in (juvenile remand centres) who don’t have a voice… to give them the (opportunity) to be contributory citizens eventually,” he said. Story Highlights Chairman of the non-profit organisation, Trust for the Americas, Michael Lee-Chin, is calling on influential individuals to provide support for youth, specifically girls in juvenile remand centres, so they can be in a better position to thrive when they leave the system. Chairman of the non-profit organisation, Trust for the Americas, Michael Lee-Chin, is calling on influential individuals to provide support for youth, specifically girls in juvenile remand centres, so they can be in a better position to thrive when they leave the system.“Those of us who have a voice in the system and power in the marketplace should make sure we extend those facilities to those of our daughters in (juvenile remand centres) who don’t have a voice… to give them the (opportunity) to be contributory citizens eventually,” he said.The Chairman was speaking during a visit to the South Camp Road Juvenile Remand and Correctional Centre on Wednesday (December 13).Mr. Lee-Chin told JIS News that Trust for the Americas will be leading the charge for support by designing a programme for the girls at the Centre “that will give them the support they need”.“The good thing is that they are in a captive environment (in a positive way) where we can influence them in terms of values, in terms of getting them caught up with school. In fact, they should be ahead of their peers, and at the same time, we have to look at transitioning, so that they never come back in this situation and that they are optimistic that they can be contributing citizens to Jamaica,” he said.“Our job is to help you to get to that point where you feel confident, you feel optimistic, you feel like a good person. We are going to do whatever it takes to help you be transformed from who you think you are now to the beautiful person that is within you,” he assured the girls.In the meantime, State Minister in the Ministry of National Security, Senator the Hon. Pearnel Charles Jr.; and State Minister for Education, Youth and Information, Hon. Floyd Green, who accompanied Mr. Lee-Chin on the tour of the facility, welcomed the support already being provided under the New Path initiative as well as the additional support that will be forthcoming.A New Path was implemented by the Organization of American States (OAS) and Trust for the Americas, with financial support from the United States Agency for International Development (USAID). The project, which began in January 2015, was scheduled to end in January 2017 but has been extended until September 2019.The Trust for the Americas, in collaboration with the Organization of American States (OAS), currently works with young offenders in juvenile centres across the island, including South Camp Road, under its ‘A New Path’ initiative. It also targets youth in State care facilities and the Citizen Security and Justice Programme (CSJP).The initiative aims to provide hope to marginalised young people who have come into conflict with the law, by providing them with the requisite skills for reintegration into the society.The Programme is designed to enhance the youngsters’ emotional well-being, which it is anticipated will contribute to reduced recidivism and, ultimately, reduced crime and violence.It offers and facilitates weekly counselling, the implementation of educational and vocational training, conflict-resolution programmes as well as opportunities for apprenticeship and internship. It works on key areas that can enable the successful economic and social integration of youth.Also included in the initiative is a music programme, in collaboration with the National Youth Orchestra, and a sports aspect facilitated by the Youth Development Network.