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A sales leader let reps write their own scripts and got chaos. The fix: mandate one standard script first, measure what works, then let people customize within guardrails. Flexibility without a system is just an excuse.
A sales leader let reps write their own scripts and got chaos. The fix: mandate one standard script first, measure what works, then let people customize within guardrails. Flexibility without a system is just an excuse.
Hey, Ryan, at what point does flexibility just become an excuse for chaos? I mean, if you're not being flexible within a system, then what you have is chaos. I remember one time we had a sales leader. He felt like it was important for every rep to be able to kind of come up with their own sales strategy, come up with their own sales script. And what we wound up with is some months reps would do really well, some months those same reps would do poorly, and we never really knew why. And so we changed it to where every single rep had to work from the same script. And then once we had some basic benchmarks, then we would allow reps to kind of modify it and tweak it and begin to make it their own. But not until we'd established those benchmarks, not until we had established the system. Flexibility is great, but you want to be flexible from within the system. If not, yeah, you just got chaos.
