DONE IS BETTER THAN PERFECT HOW ONE SIMPLE CONCEPT CAN CHANGE YOUR BUSINESS FOREVER
In the modern realm of business, you’ll find attention to detail and high standards are required for businesses to be successful. With multiple markets oversaturated with similar products, marketing, and services, the quest for quality has turned into a necessity for survival. But somewhere along the line, the focus put on providing superior amenities becomes more of a hindrance than an assurance. The pursuit of perfection in daily tasks creates a paralyzing effect on productivity.
time on menial tasks that do not move your company forward is counterproductive.
PULL THE TRIGGER There comes a point in every project where you’ve reached the threshold of quality work. The measure of a great leader is knowing when this moment has arrived and marking the task as done. Every minute spent beyond this moment is time not spent on other important responsibilities — and that’s money down the drain. ROI ON PERFECTION To see if your business needs a boost in productivity, try running an analysis on where the time in a specific project goes. You’ll find that the more time you spend chasing perfection, the less profitable that project is. Done is better than perfect because it’s efficient and cost-effective, but most importantly, because it’s done .
If you were the head coach of a college football teamwith a tremendous winning record, what do you think you would say practice is for? For the most part, it’s about getting ready for the next opponent. But you have to know who that opponent will be in order to prepare. There is a good chance the assistant coach has seen and recorded the opponent playing at some point. During a film session to study the competition, you look for their strengths and weaknesses. From there, you can build a game plan. You want the best matchups you can get. Next, you run drills to improve your team’s skills during the game. You work to gain the most leverage from your team’s strengths, while minimizing the negative impact of their weaknesses. The concept of “done is better than perfect” has rapidly circulated in business over the last couple years. Current times require on- demand delivery of knowledge; paralysis by analysis can make a company less relevant if they can’t keep up. This fixation on the minutiae of a task not only hinders customer engagement, but it also has a negative effect on a business's bottom line. ISN’T PERFECT ALWAYS BETTER? Detractors of the “done is better than perfect” mantra suggest that going the extra mile makes all the difference in a client-based relationship. And they’re right,
don’t have film, you study your opponent’s proposals, which are kept in your file drawer. You may also poll producers in the room to see what they know from having competed with this agency. From this insight, you can build a plan to win the account. Here’s something else to consider: Have you ever been in a roomwith a few dominant personalities? As manager, if these personalities are not somewhat controlled, do you find they tend to take over the meeting? If or when this happens, the rest of the teammay hide below the radar until the meeting is over, never contributing anything or really learning. To overcome this sales meeting problem, try to isolate one producer at a time and get their account up on a whiteboard. but their interpretation of this philosophy is wrong. “Done is better than perfect” is not about churning out mediocre work. It’s about not wasting money. THE DEVIL IS IN THE DETAILS When you obsess over a given task, it’s usually not something foundational to the success of the project. It’s more likely that you spend your time in the weeds of what is relevant to the consumer. Trying to find just the right shades of blue in an email or type of lightbulb for your office isn’t going to drastically alter the course of your business. Spending a disproportionate amount of
SALES MEETINGS 101
WHAT IS THE OBJECTIVE OF YOUR SALES MEETING?
importantly, the incumbent agent, agency, and carrier.
During the meeting, the goal is to have that producer define how they are better than the incumbent and defend their process for winning the account. Think of this as weightlifting. The more reps and the heavier the weight, the stronger one becomes. A sales meeting is the same way. The more someone defines and defends how they are better than the incumbent, the better they become at articulating their differences. Visit https:/thewedge.net/crisp for information on the next CRISP Sales Meeting Workshop.
That is the purpose of a sales meeting — to get ready for the next opponent. Since you
On the board, add the buyers, the renewal date, the potential revenue, and most
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