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Blog by: Garry Watts, CPCU, CRM

As a leader in your organization, you probably are very good at making decisions.  And over the course of time, to have success, you have probably made more good decisions than bad.  Making the decision is part of the process that leads to success. 

How good are your people at making decisions?  I have sales people that are always looking for the next “shiny” thing that is going to help them have a great sales year.  (We are not short on “shiny” ideas as an organization.)  However, an interesting thing happens when they try to “sell” me on the next “shiny” thing.  They always present the positives and all the reasons why “we need to do this.”  Well, as CEO, and the person that owns the ultimate results, what do I have to do?  I have to identify the other side-the negative things as to why something might not work-why this might be a bad decision.  And sometimes the criticism is, “you are always so negative.”  Don’t you love that!

So we identified a tool called the Consequence Worksheet.  The consequence worksheet teaches our people how to work through an issue and come to a decision.  The tool identifies the following:

  • Decision to be made
  • Desired Outcome
  • Possible Solutions
  • +/- Consequences of those solutions

Now when my salespeople or managers come to me with an issue, they also are bringing the solutions-both positive and negative, with their recommendation as to what decision should be made.  Most of the time, I agree with their conclusions because they have worked through the solutions and the consequences.

You will make decisions faster, and with more information by using this process.  If you are interested in receiving a copy of the Consequence Worksheet, submit your request here.

Posted 11:03 AM  View Comments

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