10 Ways to Climb a Sales Mountain | Lesson #7: What to expect on the way to the Summit

Our series with Paul Boucherle, principal at Matterhorn Consulting LLC., aka the Swiss Sherpa, continues here with part 7! Paul will be providing lessons to help system integrators climb their sales mountains. If you missed Lesson #6: Planning Your Summit Assault, you can read it here.

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Paul Boucherle Lesson 7

Lesson #7:What to expect on the way to the Summit

Conditions change quickly when you start your trek to the summit. The climb gets more strenuous, there is less room for error and there is less oxygen (funding) available near the top. Management that lives at the summit think, act and talk differently and have different perceptions of time.

Want an example?

I attended a high-level retail management meeting a few years ago when an Executive VP concisely explained their business philosophy to me. "Speed is life," he said of the retail world. This philosophy seems to have migrated to everyone’s business as well as our personal lives. A recent survey stated that people check their smartphones on average 150 times per day! We all count on speed and a wide variety of data sources to get through our busy day.

How does this relate to the professional security practitioners and security systems integrators that serve them?

Well, "speed is life" is probably true more now more than ever across all security disciplines.

Here are 4 conditions that change as you approach the summit:

  1. The mitigation of safety or security events, faster. The faster we know about a developing situation, the better we are prepared to act decisively with processes, teams and first responders. Acting quickly and decisively reduces the impact of an event and often the financial consequences. Managers at the summit really hate surprises.

  2. The faster you can gather investigative data to analyze, the faster you can shut down a shrinkage leak in the company’s bottom-line. By increasing the speed of investigative data acquisition, the more “active” cases a security department can successfully close with existing staff. More cases closed means better departmental efficiency, which means better business results. Attacks against retail are always changing in their approach and sophistication.

  3. The faster different departments can share and disseminate video analytical data, the more “life” each department can expect and perhaps additional budgets from senior management. Sharing supplies during changing conditions is a must to carry a team to the top.

  4. The ability to quickly and remotely reconfigure store systems, due to a wide variety of reasons including catastrophic failure or weather events, keeps companies resilient to safety and security events. The change to emphasizing company resiliency protects stockholders and senior managers’ jobs!

As security teams become more mobile, getting them the right information that can be “pushed” to their smartphones allows them to manage real exceptions more effectively. When you consider the different time zones and geographical diversity of national companies, getting information delivered can be a challenge with older legacy systems.

Maybe it’s time to reconsider that changes in altitude bring new challenges to safely reaching the summit!


Next month we’ll talk about "Contingency Management Planning."



Catch up on Paul's previous lessons:

Lesson #1: Study the mountain.
Lesson #2: Establish your base camp.
Lesson #3: Choosing your climbing strategy.
Lesson #4: Check the weather conditions.
Lesson #5: Bring the right equipment for Base Camp II.
Lesson #6: Planning your summit assault.

Follow Paul Boucherle on Twitter.