Sales managers are often obsessed with the metrics of their sales team members—how many meetings were attended, how many proposals went out, and the number of prospects in each stage of the funnel. And yes, these statistics can be helpful toward identifying issues, however, most sales teams flounder at the top of the funnel.
Some of you who know me know that I helped plan the 2003 invasion of Iraq and commanded one of the lead infantry companies into Baghdad. Enemy aside, one of the most difficult aspects of the war was helping every soldier understand the plan. The plan at higher levels was hundreds of pages and complicated. Fortunately, in Ranger school they pounded one single idea into our heads during every mission, the Commanders Intent.
