Growth Dynamics Get Down

I was looking for some inspiration to be able to sit down and write a new blog post. We haven't posted as many as we normally do as Growth Dynamics has been very, very busy. It's a great busy. A busy that we can feel building some momentum and we are excited to see where this momentum take us this year. Is the same happening for you?

Symptoms:

Bill and Pat were returning from their monthly poker game and while riding back in the car they both agreed they had witnessed a situation that they could apply as a "lesson learned" to their business careers. Everything had started out very similar to an everyday business meeting or sales call with socializing and normal banter between participants, but about half way through the event something had gone bad.

A simple mistake had been made that resulted in some subtle and not so subtle accusations leading to lines being drawn about who was right and who was wrong. All of a sudden everyone was very uncomfortable with the tone in the room.

The "accused" had snapped back with a defense based on fairness and leniency (not results) that almost guaranteed a confrontation between the two sides. The emotions ranged from excuse making to embarrassment to anger and then to withdrawal and alienation as the aggressors piled on the wrong-doers. When the game broke up early, everyone knew it had been caused by too much bad behavior.

Symptoms:

James was feeling discouraged and wasn't sure how he could make it through another week like he had last week. A new prospect had made him wait over 30 minutes before he would see him, and then asked James to sell to him at his cost. Another client had told him he was backing out of a deal they had just made 2 days before, and that the reasons for the change were none of his business. This wasn't the first time that people had treated him this way and he was beginning to wonder just how much he had to grovel before he could do business with folks like this.

The time has come for Growth Dynamics to expand our podcast offering. After two years of me recording the weekly coaching session of Monday Morning Manager Charlie has entered the picture with his own podcast, Charlie & Company: Business, Life & Everything In Between. 

Amanda was working through her list of live opportunities after putting her pipeline through a “kill it or close it” exercise. She set up appointments to move her sales process along with several of the live opportunities. She was steadfast in naming her meetings, sending homework, and even let some her more notorious feet draggers know these were decision meetings. She was ready to do what she had to do to start meeting her sales goals for the quarter. The week went by and she collected some yeses, found out some opportunities were not the right fit and still had two clients that could only utter the words, “sounds great. I need some more time.” No matter how much she tried to find the deal breakers, they would not budge. In fact, these last two holdouts had been in her pipeline for months. She just was not sure if anything was ever going to change.

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Ella opened her calendar on Monday and saw Zoom invite after Zoom invite. She knew most of the calls were important but was not sure why so many of the calls needed to happen over a video platform. “Does everyone have to do everything on video,” Ella quietly asked herself. While video calls on Zoom and other platforms were helpful at the onset of the Covid pandemic for Ella to stay connected, now it seems like they are tying her more to her desk when she knows some of her clients were comfortable with face-to-face visits at this point. She knows she can use the video applications while in the field but worries some clients might feel she is not as engaged as they would like if she is not able to join with video capability. Ella is ready to move past the Covid challenges and return to business as usual.

Even though DISC is one of the most popular assessments on the market, you might not know everything you’d like to know about it.