- April 6, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you follow sports – even a little – then you know about special sports achievements. The Hat Trick is pretty special in Hockey, The Cycle and the No-Hitter in Baseball represent near-perfect games, the Ace or the Hole-in-One is an ultimate score in Golf, and the Triple-Double represents the ultimate achievement in a Basketball game. Yes, I know I left out Soccer – again – but I just don’t know enough. [Update – Barry Hall wrote that Soccer has a Hat Trick – when an individual scores 3 goals in one game.]
When Verne Harnish published Mastering The Rockefeller Habits, the precursor to his current book, Scaling Up: How a Few Companies Make it and the Rest Don’t (Rockefeller Habits 2.0), I followed his suggestion and began leading a daily huddle with my leadership team at Objective Management Group. In addition to reporting on the KPI’s for which they are responsible, each leader mentions a victory or something exciting. On yesterday’s huddle, we achieved the equivalent of one of those great sports moments when we had a Quadruple Ditto. What’s a Quadruple Ditto and why is that important to you?
A Quadruple Ditto (we made it up) occurs when the thing that has excited the first leader excites each subsequent leader equally, causing them to say, “Ditto.” When at least 4 leaders say, “Ditto” we have achieved a Quadruple Ditto.
Now you know what it is, so why is it important for sales?
Sales Leaders should be leading huddles with their sales managers and sales managers should be leading huddles with their salespeople. When everyone on the huddle has an equally exciting – albeit different – opportunity to report on, you have achieved a Quadruple Ditto. When exciting new opportunities are few and far between, there won’t be any Quadruple Dittos, but when the entire sales team is stuffing their pipeline with new, high-quality opportunities, you’ll find yourself in Quadruple Ditto territory.
The key, of course, is that the opportunities are of high quality. For help defining high-quality opportunities, please see The Sure Fire Way to Know Which Sales Opportunities are the Best Opportunities.
You can also call the Quadruple Ditto after 4 salespeople or more have reported on and met or exceeded each of their daily KPI’s.
I’m going to achieve another version of a Quadruple Ditto in today’s article with more than 4 outbound links. I’ve already provided two and here are three more.
Josh Lev wrote this helpful article on the psychology of selling and I think it’s worth checking out.
Stu Heincke, author of How to Get a Meeting with Anyone, interviewed me for his Chicago Radio Show. Listen to the Podcast below.