Selling Vision: The X-XY-Y Formula for Driving Results by Selling Change

CHAPTER 17

Great Sales Leadership

Not long ago, a wide-body Airbus 330 lost power in both its engines at an altitude of 39,000 feet over the South China Sea. Needless to say, the airplane began to glide downward. Passengers reported that this was felt as a gentle descent. The pilots controlled the descent while they reviewed the checklists created for just this sort of situation. Following the checklist, the crew was able to restart both engines within 10 minutes, by the time the plane was at 26,000 feet. Flight attendants then continued with meal service, and the plane landed at its intended airport a couple of hours later.

Now imagine the parallel situation in the world of sales. The team unexpectedly misses its targets by substantial amounts ...