Dyno Time

A dynamometer, or "dyno" for short, is a device for measuring machine performance.

In automotive contexts, "dyno time" refers to durations spent testing a vehicle's engine or entire drivetrain. It takes key performance metrics like horsepower, torque, and RPM, allowing for performance tuning and adjustments. So dyno time can be like a dry run or tuning session.

A Formula One racing debate currently rages on how much such testing is permitted for each team, now that a major overhaul with heavily trailed new regs are incoming.

Last time I recall similar, a small team among the lower performers took such giant leap they vaulted the field to win. (Jensen Button astonishingly won the title in his Braun, who then got bought by soon-to-be 8-time championship juggernaut, Mercedes).

Thing is, we seldom give ourselves any such dyno time at all. Meaning many a promising Sales endeavour stays rooted at the back of the grid.

What is our dyno time?

Well, we have 'tuning sessions' of our own.

Yet are we truly making the most of it?

I do not consider 'training' to be part of this. Not every such instance of it, at any rate.

Being in the room, virtual or physical, when someone imparts wisdom afresh to salespeople is not dyno.

How often do we get to hold our own dry runs?

Actually pitching that new product. Delivering the final deck (if you still entertain such). Conducting a walk-through mapping our solution framework to the prospect situation so that they beg us to let them pay us to carry our unique wonder.

These involve aspects of dress rehearsal. What about beyond this too. When I prompt sellers to try something out on existing customers, any initial reluctance soon ebbs once they see the power it unleashes.

The tectonic change coming in F1 is a mandated switch to a 50/50 power split between engine and battery. It feels big. Yet our landscape has such changes too. Ranging from the tremor to seismic also. Pick the next one incoming.

A couple 'o hours here and there polishing our skills is one thing. Actively seeking the continual development of them in a meaningful environment is quite another.

I think we all need dyno time, don't you?