Fly’s Friday Five: Thriving, Not Just Surviving, in Today’s Environment

Written by: Gary Fly
Flys Friday Five

Today I’m going to continue to talk about selling your way through current macro headwinds and the challenges that are unique to the environment that we seem to be operating in right now. If anything, it’s dawned on me that it is not business as usual.  

We were hopeful that coming out of the pandemic we’d get back to normal. We were hopeful that the supply chain stuff would resolve itself, that inflation would resolve itself. It dawned on me again today in the conversation with the client that it’s just not business as usual. The rate of change continues to increase and we continue to be hit with things that we just don’t anticipate.  

So, I think there are a couple of reasons that sellers are struggling a little bit right now and that we can do some things to really unencumber them and help them be successful. Here’s what we’re doing here at The Brooks Group.

First off, we’re really getting focused on being back to the basics. I mentioned that in a previous video, but we really want to have the core selling pieces in place and we want to practice it, drill on it, and become operationally excellent at the basics of selling. 

There are five additional things that we need to do, the sales leaders ought to put into place, that business leaders ought to be thinking about, to really ensure that we are thriving, not just surviving in today’s environment.  

  1. The first is to get close to customers. I talk to multiple customers every week. We have a research center that’s reaching out to customers with regularity. We’ve actually had our product person now calling customers multiple times a week. We need to be super close to customers right now to understand the pain that they’re going through and the challenges they are facing.  
  2. Secondly, we need to be candid and transparent in our communication with our current clients, with potential clients, and with each other internally. There is uncertainty for sure. There is often challenging news that has to be delivered, and I think the only way through that is to be candid, transparent, and proactive in that communication with the idea of building trust. That’s really what we need to be doing there.  
  3. The third thing that we can control and work on is being focused on positive change. What does that mean? What do we need to be doing internally, given the fact that our customers are faced with unusual challenges and that we may be focused on our challenge with unusual things? What do we need to be doing for our customers? How do we focus our team on positive change?  
  4. Fourth, I think we do all of these things with a mindset of how do we be of service? If we’re close to our customers; if we’re having candid and transparent conversations with our customers and with each other; if we’re focused on positive change, then I believe how we can be of service will start to emerge from all of that work.  
  5. That really leads to the fifth thing, which is to review your products and services with those four things in mind and start to think about are your current service and product offerings appropriate for the marketplace? Are they missing the mark somewhere? Would your customers benefit from you doing something a little bit different? So, all of these are really easy things we can do to ensure that we are of service to our clients and we’re adding real benefit. 

The last thing that I challenge our team with is let’s not make any unforced errors. What do I mean by that? Now’s not the time to make a lot of wholesale changes that we don’t need to make. Every time we make a change, there’s a learning curve and there are communication challenges. So, focus on changing the things that will add value to your client, changing things that will add value to your enterprise, and don’t change just for change’s sake.  

I hope those are helpful. I would love to discuss or debate it with you. Always happy to share more information. Feel free to reach out to me at gfly@thebrooksgroup.com. 

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Written By

Gary Fly

Gary Fly is the President & CEO at The Brooks Group, where he brings 25+ years of senior management experience. In his role as President of The Brooks Group, Gary is applying his keen business insights and energetic management style while extending the success and legacy established by William T. Brooks and his sons, Jeb and Will, honed during the company’s rich, 40-plus-year legacy.
Written By

Gary Fly

Gary Fly is the President & CEO at The Brooks Group, where he brings 25+ years of senior management experience. In his role as President of The Brooks Group, Gary is applying his keen business insights and energetic management style while extending the success and legacy established by William T. Brooks and his sons, Jeb and Will, honed during the company’s rich, 40-plus-year legacy.

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