Forward-focused Sales Teams Are Rolling Into the Future

In the Leadership Shift, I encourage presidents, CEOs, owners and VP of Sales to ask forward-focused questions. For example, “If you were your own competition, how would the future look to you?” I encourage asking even questions. i.e. “What is the worst case scenario for your business?” and “What actions will lead you there?” Better still, I challenge us to consider what actions will not take you there but to a brighter future?

Companies that have excelled in the market downturn are not afraid to ask these tough questions. ReconRobotics — maker of the first throwable, mobile robot — is an example of a forward-focused company. No doubt, the company has been riding high looking towards a robotics market that is forecasted to grow into the billions.

This is a company on a roll. It wasted no time moving out of stealth mode and building a large sales team before it had any significant revenue streams. With a sales force in 35 countries, it is steadily growing revenues as government spending picks up. Its robots are in action in military and civilian operations, including firefighting and police forces.

Forward thinkers like ReconRobotics are laying the foundation for the future today. In all fairness, they have a natural advantage in the reconnaissance business. Their robots tell military, police and fire professionals what is ahead and behind the next corner. We can all apply this forward-focused intelligence to our business planning. ReconRobotics is not waiting for the economy to pick up. They have surveyed the market ahead and are rolling forward with an expanding sales team and new products and markets.

Lesson: Future-focused doesn’t mean you have no regard for past and current problems but you do have the luxury of perspective.

Question: What if your current conditions were the perfect foundation for the future you envision for your company? How can you bring that future about, starting from the real, imperfect conditions that affect you right now?

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