BoogieBoard reposted this
Which side are you on in a disagreement—anecdotes or data? "When the data and the anecdotes disagree, the anecdotes are usually right." Rome Thorndike, VP of Growth at Firmograph, quotes Jeff Bezos when discussing today's go-to-market world. He finds that many sales organizations claim to be data-driven but are actually data-dependent. Rome encourages leaders to ask themselves: “Do I incorporate data into my decisions, or do I wait for the data to tell me what to do?” He says too many companies are doing the latter. Here are three reasons why: 1. It’s efficient: It’s easier to review a CRM dashboard than to attend a salesperson's meeting and see firsthand how they interact with customers. Tracking call numbers is simpler than joining a lengthy Zoom call with a client. 2. It’s easy to communicate: Showing a dashboard to my CEO to highlight top performers is straightforward. However, explaining why a salesperson isn’t respected by customers is much more abstract and complex. 3. It feels safe: Assigning accountability to data seems less risky than owning the decision myself. Thanks for joining me in the BoogieBoard tiki bar! We'll post the full convo soon.