When we think about production here’s what we think:
We hear people say, “Man that guy has got a serious engine.” This implies he has the ability to grind, to see an idea through to it’s logical conclusion, to do whatever it takes to get where he is going but some obviously have bigger engines than others. Some go to a level and shut it down. Some just keep going. Today we study the why and how behind the engine and ask the million dollar question; Can we give our engine to another person or will they simply have to buy one?
Where does your ENGINE come from?
Most psychologists would tell us that the ambition in some comes from some deep lacking from the past. They have a desire to be known, to make a difference, to take something all the way, or to fill a missing void in their life. I personally think it is something deep inside an individual who is in a sprint toward their potential and don’t want to waste a life of meaning and purpose. Those that don’t have it just haven’t found the purpose, the why, and therefore can’t seem to find the engine. They wander around aimlessly while those with the engine run circles around them.
Building a SALES engine
Any business owner in the world will tell you that there is one engine that matters and that is the sales engine. Where there is no profit there is no mission. Many unfortunately don’t have a consistent reliable sales system therefore giving them a four cylinder engine when they need an eight cylinder. A sales engine would be a “calculated and coordinated attack” on the market assuming that you are people of interest selling objects of interest to the market. That attack would look like this:
- Daily “hit list” of high value targets who fit in the box you WANT to do business with you are positioning your product or service to
- A “farm club” you are trying to close of legit prospects who have indicated real interest in your product or service
- A “top 25” of deep and entrenched advocates that love you and refer you
- An “unrelenting advocates” strategy to take current customers and turn them into serious referral partners
This is an engine.
Can I just “buy an engine?”
In some cases you come to the conclusion that you just don’t have what it takes to drive this car and want to “buy the engine” of a top producer who can make it happen. This works as you begin to scale your business but here are some challenges with this philosophy:
- You don’t have enough revenue to attract a real engine to your team.
- Sometimes those that have big engines have big egos and are hard to manage.
- The engine ends up “holding you hostage” and you “give away” too much of the pie to keep them.
- You spend all of your time trying to keep the “engine happy” so they don’t leave you putting you in an inferior position
In life there are blue collar engines and white collar engines. At the end of the day you’ve got to have one to see an idea through to its logical conclusion or you stand idle exactly where you are today.
The cold hard truth is that those with the engines win more often than those who don’t have it. If you don’t personally have one it may be time to start looking at why or what you can do to purchase one. Without it you’re just going to consistently get boat raced by those that do.