All posts tagged: Take No Prisoners

The Knowledge-Action Divide

No comments
Wintrip Consulting Group : Take No PrisonersTake No Prisoners is a free biweekly memo from Scott Wintrip that explores how Radical Accountability prospers companies and changes lives. Instead of taking people hostage with outdated, heavy-handed, and ineffective methods of management, measurement, and motivation, Radical Accountability focuses on creating an unwavering responsibility for getting done what matters most.

Next time an employee tells you he already knows all about what you’re saying, ask the following:

That’s great! How much are you doing that?

Chances are there is a gap between what he says he knows and what he’s doing with that knowledge.

The divide between knowledge and action is plaguing companies across the globe. The dangerous assumption that just because someone knows something automatically means he’s doing it keeps him from assessing his actual behavior. Managers who don’t look closely at this gap are missing the opportunity to ensure that people are always doing the next right thing.

The need to get “back to basics” is a symptom of this common problem. Imagine what would happen if people stayed with those basics. And why shouldn’t they? If they are so basic, there should be no excuse nor any barriers to doing them. The real issue, more often than not, is the Knowledge-Action Divide. Bridge that gap and you’ll not only close a mental loophole, you’ll close more deals and retain more customers.

This Week’s Radical Accountability Activating Action: Take time this week to identify the gaps between knowledge and action. Next week, start closing those for good.


Follow me on Twitter! You can find me here: https://twitter.com/ScottWintrip
Every day I provide pithy pieces of advice and wisdom. Join the growing crowd who read these gems every day.

You may subscribe and encourage others to subscribe by clicking here.

Check out my podcast series called Simply Scott on iTunes.

If you’d like to reach me, email: scott@ScottWintrip.com or call my direct line: (727) 502-9182

Visit my web site: https://www.WintripConsultingGroup.com

Scott WintripThe Knowledge-Action Divide
read more

Staying in Contention

No comments
Wintrip Consulting Group : Take No PrisonersTake No Prisoners is a free weekly memo from Scott Wintrip that explores how Radical Accountability prospers companies and changes lives. Instead of taking people hostage with outdated, heavy-handed, and ineffective methods of management, measurement, and motivation, Radical Accountability focuses on creating an unwavering responsibility for getting done what matters most.

People don’t just wake up one day and suddenly select a random vendor when making a purchase. A confluence of factors makes buying possible, with one of the most important being Brand Consciousness.
Unless a company is a known poor performer in the market, being passed over as a contender is always caused by one of the following:

  1. Buyers don’t know that the company exists (Brand Unconsciousness).
  2. They’ve forgotten they exist (Brand Amnesia).
  3. They don’t yet understand the true value of their offerings, especially when compared to competitors (Brand Dubiety).

The job of every sales leader and their sales team is to overcome these factors by remaining in sight, in mind, and in contention. Sustaining Radical Accountability to maintain this standard requires a simple, three-part approach called the Attractive Persistence Plan:

  • Brief: Messages left are no longer than 30 seconds total. This includes a brief introduction, a compelling question or statement (such as a result recently achieved), and contact information (repeated twice to ensure accuracy).
  • Polite: Do not bash the competition, chastise the prospect for not calling back, or have an arrogant attitude or tone. Do call persistently, which for many people means about once each week.
  • Interesting: Make a different statement or ask a different question in each message. Questions and statements should be provocative; the kind of question or statement that would stick in someone’s mind. The goal is to begin to deliver value from the very start, and that begins with leaving valuable, interesting messages.

This Week’s Radical Accountability Activating Action: Apply the Attractive Persistence Plan to counteract any instances of Brand Unconsciousness, Brand Amnesia, or Brand Dubiety. You can learn more about the Attractive Persistence Plan by reading Sales Yoga.


Follow me on Twitter! You can find me here: https://twitter.com/ScottWintrip
Every day I provide pithy pieces of advice and wisdom. Join the growing crowd who read these gems every day.

You may subscribe and encourage others to subscribe by clicking here.

Check out my podcast series called Simply Scott on iTunes.

If you’d like to reach me, email: scott@ScottWintrip.com or call my direct line: (727) 502-9182

Visit my web site: https://www.WintripConsultingGroup.com

Scott WintripStaying in Contention
read more

Innovative Business Practices

No comments
Wintrip Consulting Group : Take No PrisonersTake No Prisoners is a free weekly memo from Scott Wintrip that explores how Radical Accountability prospers companies and changes lives. Instead of taking people hostage with outdated, heavy-handed, and ineffective methods of management, measurement, and motivation, Radical Accountability focuses on creating an unwavering responsibility for getting done what matters most.

Most people would agree that killing the success of a business with ineffective approaches is a really bad idea. Unfortunately, that’s what’s happening in many companies across the globe. While the use of Repetitive Practices in their businesses may not close the doors, they are hampering the achievement of their tremendous potential.

What is a Repetitive Practice? It is an inefficient method or routine that is often the way things have always been done. Repetitive Practices are all too common and are the cause of or a contributor to most of the challenges faced by companies of all sizes.

How do you spot these? Watch for one or more of the following indicators:

  • A process that achieves less than the intended result.
  • Beloved or institutionally sacred methodologies that people fight to keep, even when these methods have lost their competitive edge.
  • Any routine that is complex, requiring constant reminders of what to do and how to do it.
  • A system, procedure, or course of action that people defend by saying, “But that’s the way it’s always been done.”
  • All ways of doing things that are the same after a maximum of two to three years (business and the market have evolved but processes lag behind).

What happens when you replace the repetitive? One example is an advisory client that improved sales tenfold in just three months. Their Repetitive Practice of Sales Force, a sales process that attempts to control the client, was replaced by the Innovative Practice of Sales Flow, a collaborative way of selling that engages the customer in selling themselves on buying. Sales Flow required them to put in less effort while creating happier buyers, enrolling them in a more satisfying process.

This Week’s Radical Accountability Activating Action: Start replacing Repetitive Practices with Best Practices and Innovative Practices. Download the Business Practices Spectrum today to begin this process.


Follow me on Twitter! You can find me here: https://twitter.com/ScottWintrip
Every day I provide pithy pieces of advice and wisdom. Join the growing crowd who read these gems every day.

You may subscribe and encourage others to subscribe by clicking here.

Check out my podcast series called Simply Scott on iTunes.

If you’d like to reach me, email: scott@ScottWintrip.com or call my direct line: (727) 502-9182

Visit my web site: https://www.WintripConsultingGroup.com

Scott WintripInnovative Business Practices
read more

Are You Shaken or Stirred?

No comments
Wintrip Consulting Group : Take No PrisonersTake No Prisoners is a free weekly memo from Scott Wintrip that explores how Radical Accountability prospers companies and changes lives. Instead of taking people hostage with outdated, heavy-handed, and ineffective methods of management, measurement, and motivation, Radical Accountability focuses on creating an unwavering responsibility for getting done what matters most.

While James Bond may have gotten a better martini by having it shaken, not stirred, this approach to leadership creates an unpalatable result. Too many leaders allow life to shake them from their paths as they react to what goes on around them. Better managers and business owners are those who keep their focus on their beliefs, mission, and desired outcomes, using events in life as a catalyst for achieving those outcomes.

Leaders who are stirred instead of shaken know that in selling, we must see every “no” as being that much closer to the next “yes.” In service and operations, they choose to view every challenge as an opportunity to exceed someone’s expectations. And, as leaders, they know their job is to create a strategy, adjust that strategy as needed, and unwaveringly hold true to the course they charted.

Living life with unshakeable resolve doesn’t require being heroic or deadly, like a Bond kind of character. It simply depends on persistence, even when the odds seem against you.

This Week’s Radical Accountability Activating Action: Practice having unshakeable resolve. Yes, I meant to say practice. Having it is not as simple as flipping a switch; it’s like a muscle that gets stronger the more you use it.


Follow me on Twitter! You can find me here: https://twitter.com/ScottWintrip
Every day I provide pithy pieces of advice and wisdom. Join the growing crowd who read these gems every day.

You may subscribe and encourage others to subscribe by clicking here.

Check out my podcast series called Simply Scott on iTunes.

If you’d like to reach me, email: scott@ScottWintrip.com or call my direct line: (727) 502-9182

Visit my web site: https://www.WintripConsultingGroup.com

Scott WintripAre You Shaken or Stirred?
read more

Falling Upward

No comments
Wintrip Consulting Group : Take No PrisonersTake No Prisoners is a free weekly memo from Scott Wintrip that explores how Radical Accountability prospers companies and changes lives. Instead of taking people hostage with outdated, heavy-handed, and ineffective methods of management, measurement, and motivation, Radical Accountability focuses on creating an unwavering responsibility for getting done what matters most.

While I love optimists, sometimes, they can be full of it. Take the common saying:

What doesn’t kill you makes you stronger.

While there’s some truth in the statement, there’s also a trap. Just getting through something, even though it can build character, is a hard way to live a life or run a business. Anytime we’re knocked down, just getting back up as a stronger version of our current selves is not a good plan. Better to stay standing and avoid being “killed” again.

Companies where circumstances continually improve are led by people who focus not just on knowledge, but on the application of that knowledge. They understand that what doesn’t kill you, when you apply the lessons, makes you smarter. That’s why Netflix rebounded after massive customer cancellations, Starbucks learned from its mistakes to become a stronger version of itself, and Dyson went from over 5,000 failed prototypes to a multibillion dollar business. These companies had leaders who understood that knowledge isn’t power, but that applied knowledge gives you tremendous power, leverage, and momentum.

Next time that killer mistake, client defection, or employee exodus lands at your feet, resist the common temptation of asking the most useless question of all: “Why?” Why is for victims, not victors, keeping them focused on the problem and the fallout from that problem. Instead, you can fall up, instead of down, by asking:

  • How will I simply, quickly, and thoroughly resolve this problem?
  • What lessons are there in this situation? How will I apply them? And by when?

This Week’s Radical Accountability Activating Action: Save this article for the next problem, mistake, or issue that comes your way, As you apply these questions, bounce them off your colleagues, business peers, or a trusted advisor, as it can be hard to see all of the answers and possibilities when you’re busy getting back up and dusting yourself off.


Follow me on Twitter! You can find me here: https://twitter.com/ScottWintrip
Every day I provide pithy pieces of advice and wisdom. Join the growing crowd who read these gems every day.

You may subscribe and encourage others to subscribe by clicking here.

Check out my podcast series called Simply Scott on iTunes.

If you’d like to reach me, email: scott@ScottWintrip.com or call my direct line: (727) 502-9182

Visit my web site: https://www.WintripConsultingGroup.com

Scott WintripFalling Upward
read more

Stop the Exploding Brains

No comments
Wintrip Consulting Group : Take No PrisonersTake No Prisoners is a free weekly memo from Scott Wintrip that explores how Radical Accountability prospers companies and changes lives. Instead of taking people hostage with outdated, heavy-handed, and ineffective methods of management, measurement, and motivation, Radical Accountability focuses on creating an unwavering responsibility for getting done what matters most.

Cartoon Image

How people learn and how they are taught are often not in sync. This shows up as inconsistencies in execution, untapped market potential, and the need to get “back to basics.” Simply put, if staff consistently did what they are supposed to do in the manner in which they are supposed to do it, execution would improve and results would grow exponentially.

Making matters worse, is the amount of content that is delivered in a relatively short period of time. A daylong or weeklong seminar is the equivalent of unscrewing the top of someone’s head, cramming it full of details, and then reinstalling their skullcap. Is it any wonder that people retain so little and use even less on the job?

Education, done well and done right, is not training. Delivered correctly, it includes the following:

Drip the learning to support retention.
Instead of requiring people to gorge themselves on a buffet of knowledge, give them meal-sized portions of content. Learning Limits, how much content people can digest in one sitting, requires this form or portion control to manage the delivery of ideas, strategies, and best practices.

Countermeasures for the human tendency of making the simple, complex.
Humans are masterful at making things much more complicated than they need to be. To counter this, quality education must promote simplicity, a systematic approach, and methods that are sustainable. These countermeasures mitigate or eliminate our innate foibles, especially when it comes to making mountains out of molehills.

Opportunities to apply what’s been learned.
Practice is said to make perfect. While it’s rare that people achieve anything near sustained perfection at anything, we need more opportunities to try out new skills and behaviors. It’s through repetition that we gain mastery, and trying to master any approach or technique only in conversations and meetings with prospects, clients, and candidates often leads to poor or even disastrous results.

Radical Accountability to counter the momentum of the status quo.
Momentum keeps an object going in the same direction. Since the pull of the status quo is so strong, it takes something even stronger, Radical Accountability, to break the momentum and create a sustainable shift in the opposite direction.

By stopping traditional training and starting real education, you and your organization can create real learning opportunities that benefit all parties, with no more exploding heads.

This Week’s Radical Accountability Activating Action: Begin to employ the four interventions to shift from a training culture to a sustainable learning environment.


Follow me on Twitter! You can find me here: https://twitter.com/ScottWintrip
Every day I provide pithy pieces of advice and wisdom. Join the growing crowd who read these gems every day.

You may subscribe and encourage others to subscribe by clicking here.

Check out my podcast series called Simply Scott on iTunes.

If you’d like to reach me, email: scott@ScottWintrip.com or call my direct line: (727) 502-9182

Visit my web site: https://www.WintripConsultingGroup.com

Scott WintripStop the Exploding Brains
read more

Is Your Company Taking People Prisoner?

No comments

If people aren’t always doing what they are supposed to do, what’s a leader to do?

To help you and your organization, I’m launching a new newsletter this Tuesday, May 21st. Called Take No Prisoners, this free weekly memo explores how Radical Accountability prospers companies and changes lives. Instead of taking people hostage with outdated, heavy-handed, and ineffective methods of management, measurement, and motivation, Radical Accountability focuses on creating an unwavering responsibility for getting what matters most done.

To sign up, click here.

Scott WintripIs Your Company Taking People Prisoner?
read more