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WHEN YOU DONT HAVE A STRATEGY, YOU WILL HAVE AN EXCUSE.


I was speaking to one of my Business Development Managers a while back. I asked him how he was finding things on his patch. He started to explain and I quote, ”It is always quiet this time of the year, now even more with the Brexit issue”.


He was confident with his response but very shocked at mine. Which was;

”What is your strategy to overcome these challenges?” while he stared at me with a blank expression, I went on to say. ” I can't afford to keep you because it's really quiet and the market has been impacted by Brexit”. He then went on to reference how well we are doing as a business to question my justification for his current position within our establishment. He soon recognised he was the only member of the team who was being impacted by a challenge that has affected our industry. He realised he had accepted the circumstance, and therefore made no strategy to overcome. We have since been able to create a strategy for his area, and he is now contending to become one of the top BDM’s


I used this as an opportunity to teach and illustrate what I firmly believe.

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