You have undoubtedly read dozens of articles by now on the economic and health challenges created over the past 12 months. Well, I want to share some insights on the good things that have happened during this unusual time. And as my good friend Jim said to me, “don’t put the C-word (or 19) in the title.” We are all sick of seeing and hearing it as clickbait to get us to read. 

So, I didn’t. 

There have been many positive lessons to glean from this funky, strange, haven’t-been-here-before experience which is still in play today. The way I see it, four things have floated to the surface as ways I have tried to learn and grow.  

  1. Patience: What other option do we have? If you have patience, it has certainly come in handy during this past year. And if you don’t (that’s me), you have probably been forced to learn how to acquire it. On the macro level, this once-a-century event highlights what little control we have over anything, and that knowledge can be applied to the day-to-day things that used to rattle the cage. How much of it really matters? I’ll let you decide. As my dear friend Mischa says, “chill the f out.” Pop star Dua Lipa had the word tattooed on her hand as a reminder. 
  1. Perspective: Little things matter, and they happen a lot more frequently than the large ones.  Not getting to take big vacations with my family to far off places, I’ve gotten to appreciate where I am. I live in a beautiful place. My family is healthy and business has been good (really good for my wife). Our teenage kids are doing the right things on a regular basis. Taking the time to feel grateful for all the things that really matter has helped me stay calm and centered, even when I have encountered the pandemic-related snags and frustrations we are all familiar with. In his book “Illusions”, Richard Bach writes “perspective: use it or lose it.” I couldn’t agree more. 
  1. People: While I haven’t been around as many humans as normal (whatever normal means), the time I have spent with my close-knit family and a handful of friends has been a blessing. Have we grown tired of too much togetherness at times? Sure. But overall, there have been so many examples of quality moments that we wouldn’t have had with the frantic pace of non-pandemic life. And in the end, for me as I’m sure for many of you, the important people in my life are what matters most. 
  1. Peace: Silence can be deafening, or it can be used to go within to find peace. For some, the constant distraction by distractions has become a way of life in the “I’m so busy world”. But, even without the quiet provided on the road, there has been plenty of time for repose, solitude and expansion. My friend recently loaned me his cold-water immersion tub, and I got in that 40-degree water every other day for 10 days. It is the purest form of meditation indeed. 

Life teaches us that the challenges we encounter provide as much upside as the successes. I hope that, like me, you have made it through this challenging year with at least a few silver linings of your own. 

As humans, we tend to want to swoop in and fix things, often starting with the things that are most broken and most in need of repair. As sales managers, we pride ourselves on being fixers and judge ourselves on our ability to effectively coach our teams and give them the resources they need to be successful.  

But, just as not all salespeople are created equal (see Bottom Third Sales Coaching) nor are the opportunities they put in the pipeline. In both cases, though our tendency may be to start with the team members and opportunities that are most in need, this impulse is often detrimental to our overall success. Just as with the bottom third of our sales reps, the bottom third of our opportunities will rarely move the needle regardless of how much time or energy we put into them. Often these are opportunities that have not been well qualified and are not well suited to our product or service capabilities. Additionally, despite equal or greater time investment, they may not have the revenue potential that some of the other opportunities have. 

So, what’s the answer? As difficult as it can be, the answer is to put less time into your bottom third. Instead, focus your time on B and C opportunities. Why not your A opportunities? Because your top 10% of opportunities are so well qualified and such a good fit, that they’ll likely close with little to no involvement from you. So, spend your time on the B and C opportunities, helping your reps understand how your product or service will help their prospects increase revenue, decrease costs or mitigate risks. Spend time thoroughly qualifying these ones up front so they have a higher likelihood to close.  

Neglecting the bottom third of your opportunities is not shirking your sales managerial responsibilities; in fact, reallocating your time to focus on the 60% of your core B and C opportunities will be the best way to support your sales reps going forward by helping them move the needle.