Zach Selch uses the equator as a metaphor to explore where the most valuable moment sits in a sales process. He describes an exercise that forces sales leaders to map their entire cycle and pinpoint the single most impactful step, then concentrate training and resources there.
Here I am in the Northern Hemisphere. I'm right at the equator in a place called the Center of the World in Ecuador, just outside of Quito. This symbolizes the point of the equator. It's really interesting how we can draw a line and say this is exactly where half the world is. So here I am in the Southern Hemisphere. Northern Hemisphere. Southern Hemisphere.
Northern Hemisphere.
We have a very specific line which lets us know where things are divided, which is, which is a pretty cool feeling. And you can do all sorts of little experiments to show, to show the difference scientifically between the Northern and the Southern Hemisphere. And that's pretty cool. A friend of mine, Ronan Campbell from Dublin, a couple of weeks ago raised a question to me and he said, can you Point out the very specific point on your sales process that's most important, the most valuable minute of your sales process. And I thought about it. I thought, you know, that's really interesting. I'd never thought of it that way. Typically, I look at my sales process. I divide it up into pieces and I try and measure where I have strengths, where I have weaknesses, the different sales reps, the different distributors, the different teams, who's doing better at what, how I can improve and I'll throw into it training money and sales enablement tools and so on. But I was looking at almost all those pieces as essentially being equal in value towards the end result, getting a purchase order. But what if one of them was substantially more important? And I think he was right. I think you can, and maybe what you want to do is identify that very specific point. Now I know what the most important point is on my sales process after I thought it over. I'm not going to talk about it today because I want to keep these videos very short, and I'll talk about it in a different video. But the exercise of looking at your whole sales process and trying to identify that point in your sales process which is the most important and the most valuable and the most bang on your buck if you put money into improving that from training perspective, from a sales enablement perspective, etc. That's a really powerful tool. Remember, when you're ready to grow your international sales, reach out to us. We can help.
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