What's Missing?
“The identity, the clarity, the rhythm, the repetition of patterns, the freedom of player, the expression of player, the hunger.
They were more afraid to drop out of the tournament in my observation than having the excitement and hunger to win.”
The assessment of fresh-in-post England football manager, Thomas Tuchel.
With withering terse Teutonic pith he delivered an octet of areas the national side fell short during at last Summer's Euros. Eventually losing in the Final after, let's face it, stinking the place out.
His remarks followed being asked if he considered England had a clear playing style at that tournament. He thought not.
This is remarkably similar to how I can be questioned after spending some initial time in a salesroom new to me.
Do they know what they're doing? Are they any good? Is there hope?
Well, maybe not quite as dramatic as those three.
Yet, indeed, do they have a clear selling style?
I can totally hear myself down the years answering the head honcho's subsequent 'what's missing?' plea in similar mode;
'The identity, the clarity, the rhythm, the following of patterns, the freedom of the seller, the expression of the seller, the hunger.
More afraid to lose a deal in my observation than having the excitement and hunger to win one.'
In true 'hairdresser syndrome', anyone can knock what someone else has built before. But when you identify so much, not just around the edges but core too, you must acknowledge so.
identity, clarity, rhythm, patterns, freedom, expression, hunger; excitement over fear
One sanity test as Sales Manager is to set each of these eight against your sales effort.
That'll likely give you something to work on straight away.
Then if I was to be pushed, it is clear the final shortcoming is in different category to the preceding seven. If you make that last one your overall signifier, eradicating the others will undoubtedly get you there.
England may well not win next year's World Cup. But you can definitely win your equivalent with this framework.