TrytoHitManySinglesandDoubles,NotJustHomeRuns
Breakthroughsaretoounpredictable.Therefore,you'remuchbetterofftryingtomakemarginalimprovementsinyouractivitiesandsocialprocessesdayinanddayout.Overtime,alongrunofsteadyincrementalincreasescanresultinprofitablerevenuegrowth.
Singlesanddoublesareforwardlooking.Theydon'tresultfromlookingintherearviewmirror,butoccurwhenemployeeslookfromtheoutsidein—thatis,fromthecustomer'sperspective.Singlesanddoubleshappenwhenthecompanyexecutesbetterthanitscompetitors.
■Gaugewhetheryourorganizationishittingsinglesanddoubles—tryworkingthroughsomeprobingquestionsforeachdepartment:
·Salesforce
Areyoufocusingonfindingoutwhatotherthingsthecompanycandoforitsexistingcustomers?
Doyoufocusonthecustomerswiththebiggestpotential?
Areyoulookingforwaystouseourintellectualpropertytohelpcustomersgrowtheirownbusinesses?
Doyouunderstandhowcustomersmakedecisionsandtheinternalsocialnetworkstheyuse?
Forlargercustomers,dowehaveasalesperson-in-residencewhoknowseverythingthat'shappeningthereandisonthelookoutfornewbusinessopportunities?