At GoSpotCheck, we often hear “Our sales business is 100% relationship-focused” from our prospective customers. Relationships do play a key role in hitting numbers and achieving success. However, the term “relationship-focused” is often repeated by underperforming sales organizations to justify the absence of strong process.
If a checklist can lead to success, why are organizations so reluctant to use them? Can a simple little checklist really support intelligent professionals in stressful, complex work environments? We’d argue that checklists are the fundamental driver for high-achieving sales reps to hit quota and meet revenue goals.
Warren Buffett’s famed approach to value investing is known the world over. While many of his peers succumbed to erratic market swings, Buffett grew a little-known textile company called Berkshire-Hathaway into one of the nation’s largest holding companies worth more than $490 billion. In part, Buffett’s ascent to the top of the finance world boils down to his basic six-point checklist outlining criteria for acquisition targets:
Buffett’s disciplined adherence to his checklist leads him to caution companies that don’t meet investment criteria:
“When the phone don’t ring, you’ll know it’s me.”