I was watching a movie about gymnasts. The coach said, “We take risks in gymnastics, but only calculated risks. We obey the rules, the rules about training and discipline. Only by obeying the rules can we calculate and choose our risks.”
Selling and business development are like that.
We take calculated risks according to ranking systems, and only by obeying the systems can we calculate the risks. Selling is not a seat-of-the-pants activity, nor a do-it-differently-every-time activity.
Selling is a process and procedure with systems. Follow the system, judge the results, decide what to change. It’s some risk, but it’s more of a calculation.
Do you agree?