May 28, 2018

Won-Lost Record

I've told you this story before, but it is an important one to repeat.

I visited a company. The Executive Team didn't quite understand how "dire" their situation was. They made a lot of excuses, and they perceived that their performance was reasonable (i.e. they were making "some" profit, so things weren't so bad). So I translated their sales/profit data into an NFL-style Won-Lost Record.

What was their Won-Lost Record?
  • 4-12 (i.e. 4 wins, 12 losses).
It was like somebody lit hair on fire ... all of a sudden there was a "war room" and people scrambled into action.

Why?

Because nobody wanted to be associated with a brand that posted a 4-12 record. Nobody wanted to be on a losing team.

It's important to find a communication style that causes people to take action. Sales declines and tepid profit are generally not enough to motivate folks to take action.

What is your Won-Lost Record?

Want to know?

Send me the following:
  • 2016 Company Net Sales.
  • 2017 Company Net Sales.
  • 2017 Company Earnings Before Taxes.
Send me the data, and I'll plug your results into my equation. We'll see if you are winning or losing.

How The Great Eight Fit Into This Story

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