What optimum sales strategy should VP Sales pursue during 2019: using Option Solving?

Many VP Sales are currently considering their sales team strategies before 2018 year end. Your editor has one particular sales executive’s future thinking in mind, consequently decided to give it a dry-run with some advance-thought option solving.

Initially we created a typical rational question to start the ball rolling, which went something like this: “What optimum strategy should VP Sales pursue during 2019; considering 1) have gained some renewed momentum during 2018, 2) it’s a strategic, long cycle sell, 3) sales team needs further upgrading, and 4) our company has a great reputation?” Again, we kept to using only the top four considerations, even though there were several others, so as not to overly complicate the VP Sales decision making task.

We then inserted two yin and yang “bookends” as extreme possibilities, so they would help focus the VP Sales’ intuitive, decision-making mind on his most realistic options. Bookends such as these are vital for preventing people’s fertile intuitive minds from wandering and losing focus. We are mostly unaware at how powerfully valuable but foot-loose our intuition can be unless effectively focused.   

The bookends we chose to use were: “Just keep going as we are” and “Completely scrap current team and rebuild” both of which were the least likely possibilities for the example reasons given. But at least they would shake the VP Sales’ mind to consider his most realistic options – see our Latest Worked Example.

Then we set about producing at least five realistic options, so as to stretch his range of possibilities as much as possible. In fact, we left a sixth option open for him to insert his own choice, if one occurs to him, which would aid his buy-in to the whole option solving approach. Feel free to review our five options in our Latest Example, one of which was: “Option-D: Use hunter-led sales teams.”

With this almost completed “pictogram” now in place, we would then encourage the VP Sales to review, adjust it and insert his own sixth option, which would increase his interest and commitment to the option solving approach. We would then encourage him to set aside some time for emotional distancing – a form of objective thinking – before making any choice…perhaps after 2 hours, later that day, or first thing the following morning.

Emotional distancing would allow his intuitive mind to sub-consciously review his range of options – maybe six – to benefit from his many similar life experience and choices; thereby arriving at a rhyming, optimal solution. What option would you have chosen?

In fact, later that day, he did add a sixth option, and then utilized some emotional distancing before making his choice. However, he felt his choice didn’t go far enough, so we encouraged him to utilize a “Peeling the Onion” approach to add more substance to his choice.

If you have an example of your own, please share it with this blogger, through the COMMENTS area.  Thanks Option Solving. (NOTE: Next posting will be in two week’s time: “Peeling the Onion: What optimum sales strategy should VP Sales pursue during 2019?” Let’s have your COMMENTS or go to peter@ileadershipsolutions.com to connect with the blogger. Also consider buying the book: “Smart Decisions: Goodbye Problems, Hello Options” through amazon.com)

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Welcome to Option Solving (for dealing with your Decision Dilemmas) -also see latest examples below;and many more.

 See above, “What optimum sales strategy should VP Sales pursue during 2019?”  At our next blog in two weeks, we will deal with: “Peeling the Onion: What optimum sales strategy should VP Sales pursue during 2019?”  Also, go to http://www.youtube.com and type in Option Solving and go for the 1 min 48 sec version: this will refer you to OSOLing (Option Solving On-line: a virtual way to deal with your Dilemmas)READ ABOUT THE INTERESTING, WIDE-RANGING APPLICATIONS BELOW: including the latest blog. Go to SUBSCRIBE email-to your left, if you want regular notification of blog updates.

Read the book, Smart Decisions: Goodbye Problems, Hello Options. And visit the author’s main website at www.ileadershipsolutions.com

Peter Arthur-Smith, Originator of Option Solving

Peter Arthur-Smith, Originator of Option Solving

Daniel H. Pink, author of business best seller “A Whole New Mind”, with new book “Drive” says, “Peter Arthur-Smith has produced a savvy and practical book that will change how you approach the challenges in your business. By showing you the limits of ‘problem-solving’ and the power of whole-minded thinking. SMART DECISIONS will expand your strategies and widen your possibilities.”

What is the Dodger’s optimum team flight home to LA from Boston after World Series Game 2: using Option Solving?

Owing to your editor’s travels, an item about the World Series has become somewhat dated. However, because it has an important team leadership decision example to consider, it is still valuable to share. It came down to two team coaches making optimum decisions when the stakes are very high. It demonstrates how option solving can play a key role at such an important moment.

We decided to focus on Dave Roberts, the Dodgers Coach, due to his more challenging decision moment, and therefore would encourage him to consider the question: “What is Dodgers’ optimum team flight home to LA from Boston after World Series Game 2; considering 1) sustaining team morale, 2) mitigating against team fatigue, 3) giving players time to unwind, and 4) optimum economics?” Again, we’re using only the top four considerations among others, so as not to overly complicate Roberts’ decision making task.

He will now see two yin and yang “bookends” we created for him to serve as extreme possibilities. These bookends would then help focus his intuitive, decision-making mind on his most realistic options. Bookends like these are vital for preventing people’s fertile intuitive minds from wandering and losing focus. We are unaware at how powerful but foot-loose our intuition can be unless effectively focused.   

The  bookends we gave him were: “Most economical trip regardless of player sentiment” and “Ultra first-class travel option:” both of which were the least likely possibilities for the example reasons given, but at least they would shake his mind to consider his most realistic options – see our Latest Worked Example.

Now we embarked upon producing at least five realistic options, so as to stretch his range of possibilities as much as possible. In fact, we left a sixth option open for him to insert another choice, if one occurs to him, which would assist his buy-in to the whole approach. Feel free to review our five options in our Latest Example, one of which was: “Option-C: Leave midday East Coast Time following day ≡ 9.00 am LA time.”

With his almost completed “pictogram” now in place, we would then encourage him to review it and make a decision on his way from Milwaukee to Boston: while his mind was under least pressure after winning a successful Division series in Wisconsin. He would be wise to have set aside some time for emotional distancing – a form of objective thinking – before making his choice; possibly after he landed. Emotional distancing would allow his intuitive mind to sub-consciously review his range of options – maybe six – to benefit from his many similar life experiences and choices; thereby seeking an optimal solution. What option would you have chosen?

During the time he and his assistant coaches and logistics people are together in Boston, he would share his proposed pictogram to get their input and collective decision view. That way they will likely buy-into into the whole thing. Their best option will be revealed to the players after game 2 of the World Series in Boston, so that members won’t be distracted from their game mission. At that moment, Roberts and his assistant coaches and logistics people will reveal their recommendation and, with luck, the players will buy-in because they will already be exhausted and proper preparations will have been made.

If you have an example of your own, please share it with this blogger, through the COMMENTS area.  Thanks Option Solving. (NOTE: Next posting will be in two week’s time: “What will be the optimum strategy option for VP Sales to pursue during 2019?” Let’s have your COMMENTS or go to peter@ileadershipsolutions.com to connect with the blogger. Also consider buying the book: “Smart Decisions: Goodbye Problems, Hello Options” through amazon.com)

What should XYZ’s focus be for the foreseeable future: using Option Solving?

Product development activities put consulting firm XYZ into the lucky position of figuring out what would be its best immediate focus in light of its current market positioning.  Option solving, one of its many techniques, proved to be a great tool to help in this key decision.

Hence its Principal put together an appropriate rational question, such as:  “What should XYZ’s focus be for the foreseeable future; considering 1) only finite time available, 2) limited funding, 3) need to break-out of current limited tracks, and 4) wish to take advantage of XYZ’s strengths?” Take note of using only the top four considerations, from several others, so as not to overly complicate any decision making task.

He then set-to on creating two yin and yang “bookends” to serve as extreme possibilities. These bookends would then help focus his intuitive, decision-making mind on his most realistic options. Bookends like these are vital for preventing people’s fertile intuitive minds from wandering and losing focus. We are unaware at how powerful but foot-loose our intuition can be unless effectively focused.   

Next he chose bookends: “Just go with the daily flow” and “Throw towel-in with someone else;” both of which were the least likely possibilities, but at least they would rattle his mind to come-up with the most realistic options – see our Latest Worked Example.

From there he set about producing at least five realistic options, so as to stretch his range of possibilities wherever possible. Your decision success is known to be more suspect with just two or few options. You will see where he, in fact, produced six. Feel free to review his six options in our Latest Example, one of which was: “Option-E: Drum-up more readers for Website blog.”

With his completed “pictogram” now in place, he then set aside some time for emotional distancing – a form of objective thinking – before making his choice. Emotional distancing would allow his intuitive mind to sub-consciously review his range of options to benefit from many similar life experiences and choices; thereby seeking an optimal solution. What option would you have chosen?

Some time later he came back to his pictogram to make an optimum decision, based upon his intuitive judgment. After a quick review, he made his choice and then set-about putting together an “Action Initiative” to follow through on his decision. With this approach he is likely to come out ahead as far as is possible.

If you have an example of your own, please share it with this blogger, through the COMMENTS area.  Thanks Option Solving. (NOTE: Next posting will be in two week’s time: “What is the Dodger’s optimum team flight home to LA from Boston after World Series Game 2?” Let’s have your COMMENTS or go to peter@ileadershipsolutions.com to connect with the blogger. Also consider buying the book: “Smart Decisions: Goodbye Problems, Hello Options” through amazon.com)

What is my best approach toward launching our Organization Culture Discovery Experience: using Option Solving?

Sometimes you have to take your own medicine.  So, faced with a decision on how to launch a new client product option, your editor is now figuring how to proceed based upon known factors.

He firstly figures out an appropriate rational question, such as:  “What is my best approach toward launching our Organization Culture Discovery Experience; considering 1) limited funding, 2) gaining appropriate assists-advice, 3) creating effective market message, and 4) building strong momentum?” You will notice the use of the top four considerations, from several others, so as not to overly complicate any decision making task.

He then set-about creating two yin and yang “bookends,” which would serve as extreme possibilities. Such bookends would then help focus your editor’s intuitive, decision-making mind on his most realistic options. Bookends like these are vital for preventing people’s fertile intuitive minds from wandering and losing focus. We are unaware at how powerful but foot-loose our intuition can be unless effectively focused.   

Your editor chose bookends: “Abandon this effort” and “Give idea away to likely ‘winner’;” both of which were the least likely possibilities, but at least they would instigate his mind to come-up with the most realistic options – see our Latest Worked Example.

Now he set about developing at least five realistic options, so as to stretch his range of possibilities wherever possible. Your decision success is known to be more suspect with just two or few options. You will see where he, in fact, produced six. Feel free to review his six options in our Latest Example, one of which was: “Option-A: Build prototype 2 for more extensive exposure.”

With his completed “pictogram” now in place, he then set aside some time for emotional distancing – a form of objective thinking – before making his choice. Emotional distancing would allow his intuitive mind to sub-consciously review his range of options to benefit from many similar life experiences and choices; thereby seeking an optimal solution. What option would you have chosen?

Once his decision was made, he then set-about putting together an “Action Initiative” to follow through on his decision. With this approach he is likely to come out ahead as far as is possible.

If you have an example of your own, please share it with this blogger, through the

COMMENTS area.  Thanks Option Solving. (NOTE: Next posting will be in two week’s time: “What should XYZ’s focus be for the foreseeable future?” Let’s have your COMMENTS or go to peter@ileadershipsolutions.com to connect with the blogger. Also consider buying the book: “Smart Decisions: Goodbye Problems, Hello Options” through amazon.com)

What is my best option for Offloading My Business: using Option Solving?

Only just the other day, your editor found himself talking with a business owner who was looking for a way to sell his business and retire. Because the owner hadn’t been the most astute business person, its likely value wouldn’t be as much as he hoped and therefore it was best for him to consider all his options.

At that point, your editor explained the Option Solving technique as a way of arriving at an optimal solution. This brought about the owner arriving at the rational question: “What is my optimum option for offloading my business over the next 18-24 months; considering 1) don’t desire to be leader anymore, 2) want to get an optimum payout, 3) there is a marginal staff team, and 4) it’s tough to attract high caliber professionals in our area?” You will see he picked out his top four considerations, from several others, so as not to overly complicate his decision making task.

The owner was then encouraged to create two yin and yang “bookends,” which would serve as his extreme possibilities. Such bookends would then help focus his intuitive, decision-making mind on his most realistic options. Bookends like these are vital for preventing people’s fertile intuitive minds from wandering and losing focus.

His chosen yin and yang bookends were: “Just let the business waste away” and “Refinance and rebuild optimal business;” both of which were the least likely possibilities, but at least they would instigate his mind to come-up with the most realistic options – see our Latest Worked Example.

Now he was exercised to develop at least five realistic options, so as to stretch his range of possibilities wherever possible. Your decision success is known to be more suspect with just two or few options.  You will see where he, in fact, produced five realistic options then actually came up with six. Feel free to review his six choices in our Latest Example, one of which was: “Option-F: Merge with another similar, local business.”

With his “pictogram” now created, he was now advised to set aside some time for emotional distancing – a form of objective thinking – before making his choice. Emotional distancing would allow his intuitive mind to sub-consciously review his range of options against so many of his similar life experiences and choices; thereby seeking an optimal solution. What option would you have chosen?

After due thought, he indicated that he would make his choice, after sleeping on it overnight, and would then consider  using “Peeling the Onion” technique to look for greater action insights.

If you have an example of your own, please share it with this blogger, through the COMMENTS area.  Thanks Option Solving. (NOTE: Next posting will be in two week’s time: “Peeling the Onion for: What is my optimum option for offloading my business over the next 18-24 months?” Let’s have your COMMENTS or go to peter@ileadershipsolutions.com to connect with the blogger. Also consider buying the book: “Smart Decisions: Goodbye Problems, Hello Options” through amazon.com)

What is my best option for turning XYZ Region around in a timely fashion: using Option Solving?

Not so long ago I was chatting with a senior executive about is latest challenge: turning one of his regions around as quickly as possible. He had already found and inserted a fresh regional leader, so was now thinking about how he could work with this person to optimally move things in the right direction. This senior executive was already familiar with option solving; consequently we were off to a quick start in our quest for a potential solution.

We quickly got into a rational question mode to stimulate his intuitive mind into assisting his quest; which was: “What is my best option for turning XYZ Region around in a timely fashion; considering 1) have installed new, promising regional leader, 2) plan to move to new office location, 3) have cycled through 3 leaders with same team, and 4) there’s plenty of business potential in the State?” You will notice how he picked out his top four considerations, from several others, so as not to overly complicate his decision making task.

Then he turned to creating two yin and yang “bookends,” which would serve as his extreme possibilities. Such bookends would then help focus his intuitive, decision-making mind on his most realistic options. Bookends like these are vital for preventing people’s fertile intuitive minds from wandering and losing focus.

The yin and yang bookends that came through were: “Just let it play out naturally” and “Clear out & start afresh;” both of which were the least likely possibilities, but at least they would instigate his mind to come-up with the most realistic possibilities – see our Latest Worked Example.

Now he was exercised to develop at least five realistic options, so as to stretch his range of possibilities wherever possible. You will see where he, in fact, produced five realistic options then and there and we left him to think about a possible sixth, if that came to mind over the next few hours. Feel free to review his initial five in our Latest Example, one of which was: “Option-D: Make a weekly presence over next 2 months to support new leader.”

With this “pictogram” now created, he would could then think through a sixth option, if it exists, and then set aside some time for emotional distancing – a form of objective thinking – before making his choice. Emotional distancing would allow his intuitive mind to sub-consciously review this range of options against so many of his similar life experiences and choices; thereby seeking an optimal solution. What option would you have chosen?

If you have an example of your own, please share it with this blogger, through the

COMMENTS area.  Thanks Option Solving. (NOTE: Next posting will be in two week’s time: “What is my optimum option for offloading my business over the next 18-24 months?” Let’s have your COMMENTS or go to peter@ileadershipsolutions.com to connect with the blogger. Also consider buying the book: “Smart Decisions: Goodbye Problems, Hello Options” through amazon.com)