Driving your car at full speed looking in the rear view mirror?

There are reasons the rear view mirror is much smaller than the windscreen. Are you heading to a defined destination it’s no sense turning back, taking another way. If you’re lost, you may turn back but the car’s front will still be turned forward. You’re losing time, but hopefully the turn you take is leading to your final destination.

Same in business. Things that have happened cannot be changed. If you’re not perfoming very well, you would make some minor or major adjustments. You’re losing time, but hopefully you are on track again after a while.

The Point is; can you afford losing that time? And how complex is it to turn around?

Driving a car at high speed; it can be dangerous stopping in very short time, as well as in business. It’s not that easy turning a business around as well, communicate your decisions and making people follow a new path believing it would be the right way to go and let them bear your enterprise towards your targets.

And, when you’re finished, will you still be the market leader? Have your competitors disappeared out of sight in front of you? Has the world been changing so fast your decision still is relevant? Finally; is it really possble doing the turn at all?

Geting the message? If are going wrong, adjust your path or turn around. You’re  losing time and momentum but the alternative may be driving into a rock wall. Contradictory, the only tool avoiding going wrong is to follow the trace of yourself of past events – the history. In sales, that means The Report.

Moment 22? No.

Since you cannot change the history, could you then change the future? Well, not really, but if you would understand what forces – and the impact of them – a little better, you would have a good chance seeing obstacles and signs early and be prepared how to act.

That’s called Scenario Management.

Scenario management or Scenario Analysis was initially used several decades ago. Implementations in areas like aviation and the military are common. Most implementations have been in rather long term perspectives, but I’m sure the method would work fine also for a more short term tactical perspective as well, as in the Sales Scenario App.


Scenario management is an alternative or complement to your existing sales report showing what has happened and maybe some sort of insight why it did. The scenario management process will help you:

  1. Be prepared for events that may come up
  2. Learn what driving forces would have an impact on your business and
  3. How to control them

It’s important to notice, the scenario management will not tell you the exact picture of the future, but rather a number of alternative developments that may happen. The nice thing is that in your work establishing these alternative outcomes, scenario management will also show you the paths to the outcomes.

By having the paths, you may act more proactively, eliminating going wrong. In driving the car, that’s the huge windscreen showing alternative ways to go, possibibities, obstacles, dangers etc, in time to act, being prepared for events coming.

And that’s all about driving a sucessful business, isn’t it?

Best Regards,


The Catching Point – the most important sales activity

In my Blog Post Who Is Doing The Farming In New Sales I was pointing at in hunting we are so focused on winning the new customer in new sales that we forget pegging up the coming opportunities when it comes to farming.

Continuing on  the same thought, it’s so easy to misplace or not even be aware of opportunities that exists. Instead, we invest so much time to do things right when it comes to the content of the sales process. We should at least drive our opportunities in three phases; Qualify, Propose and Close, and in each fill in information and check boxes of what we’ve done so the management can follow every breath we take (like the song by The Police…). Not only one of my clients implementing fancy new CRM systems digs into the goldmine it really is to configure, streamline and controlling their sales forces. And I don’t lie when I say that the amount of information required to fill in has exploded.

No wrong with that. It’s just that they think the catching of new leads and opportunities comes automatically when a new CRM is installed and configured. It will not. And without any opportunities registered, there’s no process to follow or nothing to follow-up.

The problem is that the sales rep don’t have enough information to qualify at the Point of Catching. Of course we will qualify, but not at this super-early point. It’s just like taking a few notes to remember what is was and to whom. And if It’s not complicated, the rep would do it – it had been a great support to him. Better than paper and pen, notes on parking tickets, napkins and you surely know where you took those notes, don’t you?

So, my suggestions for success:

  • Don’t even discuss sales process phases with your reps, they will be aware of that later on and then It’s much easier to discuss
  • Focus on what maximum three things a rep would note to remember a new opportunity – the Three W; WHAT to sell, to WHOM and WHEN.
  • Make the Point of Catching Mobile and Digital; use an easy app or similar
  • Make the In The Office List; that’s the list presented to the rep when in the office, structured weekly based upon the WHEN-date above

Following these simple rules, you would experience The Catching Point being the most important sales activity for your Company.
Good luck!

Best Regards, Stefan

Download the Sales Scenario App for iPad.


Feedback makes your decisions better!

In Sales Scenario – your Sales Tactics App there are many things that will profoundly change the way you make sales decisions.

While running scenarios of the future, you ask yourself questions of the type ”what if”. As I mentioned before in this blog it’s much harder to ask the right question than give a proper answer. In your management team, members are gathered with different experiences, background and skills. That’s the basic requirement for such team.

The R&D Manager will inform about what impact the new product line has on the average order size, the Finance Guy about the cost for the sales organization, the Marketing Lady how many leads are possibly to generate, the CEO about the new targets. These expert’s experiences are the terrific foundation for creating your accurate what-if questions.

Get feedback.

First thing is to formulate the objective. That’s what problem to solve. Today it’s only less than one and a half month to go until end year’s target has to be achieved. The Standard Question at this time is: ”Do we reach our targets?”


The Sales Scenario App may show you that every sales rep has to initiate 9 new opportunities (instead of 7) every week from now on until year end to achieve the agreed targets.

So the objective is: How can we secure fulfillment of end year targets?

One of the future scenarios – what-if questions – may be: Is 9 new opportunities per sales rep really possible? In the Sales Scenario App you have the option to really make collaborative decisions by inviting your management team, friends or experts for comments or likes:

Furthermore; if you get an invitation but can’t answer by yourself (or need a more detailed perspective), you may invite another friend or expert in turn. That’s really collaborative!

The Sales Scenario App is on AppStore today. Happy playing what-if questions!

Sales Decisions have never been easier

Finally, we’re here. I’m very proud to announce Sales Scenario – your Sales Tactics App. It will profoundly change the way you make sales decisions. Instead of reading prepared reports or analyzing fancy charts, you and your team will actually run scenarios of the future to find the best way forward, by asking yourselves “What if …” The result will be better and more well-grounded decisions, which in long term will mean significantly higher profitability for your company. In my last post I told you:

“There are modern solutions, that in one single tool let you run and elaborate among future sales specific scenarios as many times a week you need to, invite and chat with your management team, friends or experts – when they got the time to – and get inspiration from top sales gurus, to make better and more well-grounded decisions that are already implemented from start, so you can stay as the leader in your specific market.”

Let me introduce the core principle of Sales Scenario App. The Tactical Perspective. In The App you fill in sales figures of where you are today (for example revenue achieved so far), where you need to go (for example your end year revenue target) and the chart in the app will tell you what to do. TacticalThe App will calculate backwards in your sales process based on your input. The amount of required numbers in the stages in the process are decreased according to the actual efficiency – the hitrate. An example. Opportunities. The chart will show both how many (in average per sales rep) opportunities that are achieved the current date and how many every sales rep has to create from current date to target date (typically year end) to reach the target. Current - Target In this case every sales rep has created 7 new opportunities every week (the green column in the chart), but from now on until target date they have to create 9 new (the orange column), otherwise the target would not be met. But is that amount really possible? If not, start play with the scenario by adjusting one or several constraints. Or run several scenarios, until you find the best. That’s more dynamic than a report or fancy chart, isn’t it? It’s like running a chart. Summary. The core principle of Sales Scenario is that good decisions are not made in isolation in response to an individual’s idea or individual piece of data. They require shared knowledge and analysis of a combination of different pieces of information. It adds future dimension as well by running several scenarios and asking the “what if question”. The Sales Scenario is available on AppStore today. Please let me know what you think! Best Regards, Stefan

Sales Decision Making Revolution is Coming

When I first got in touch with sales management decision processes many years ago, decision making was a task for essentially an individual – the boss – based on a static sales report. It was up to his or her experience, management style or even gut feeling if the quality of the decision was high or low.

However, the lower quality of the decision, the longer implementation time for the decision itself. And the longer implementation time, the longer payback time for the anticipated good effects; if the effects at this time were relevant at all or out-paced in the fast moving business environment and hard competition.

Later, tools like tele or video conferencing systems entered the market. Those systems gave possibilities to discuss topics to decide upon. However, the basis for decision had to be prepared and sent out to team members in advance, providing actually no possibilities for alternatives to evolve.

Then came the internet based collaboration plug-ins like webex, teamviewer, gotomeeting, lync and many more. You now, all these softwares with their thousands of buttons, no standards, fuzzy Icons – all with one thing in common; you never remember how to use them. Yes, you may collaborate, chat, show your screen, but there is no context content with alternatives and you need all team members to be online at the same time. That’s a challenge even without time zones…

Now many talks about the social things; like LinkedIn, Twitter etc for collaboration. It’s not collaboration in my eyes, more like Inspiration. You can comment, share or Like, but It’s too open to get into your real sales problems.

Today, vendors like Qliktech, Cognos, Microsoft and IBM and many more provide you with sales reports showing the history, not the alternatives for tomorrow. The charts are colorful and you may understand them. They show detailed answers based on Big Data, but not to your questions. If you ask for the future, they will ask for your big bucks to prepare static alternatives to discuss around.

The worst thing is that you need to discuss your current situation and your alternatives several times a month, because things are happening so fast and you need to act – not react – to be on track.

There are modern solutions, that in one single tool let you run and elaborate among future sales specific scenarios as many times a week you need to, invite and chat with your management team, friends or experts – when they got the time to – and get inspiration from top sales gurus, to make better and more well-grounded decisions that are already implemented, so you can stay as the leader in your specific market.

Stay tuned – in the next days I would like to introduce the biggest news in the Collaborative Decision Making market history.

It will revolutionize the way you make sales decisions.

BR, Stefan