Erik Host-Steen is the Founder and CEO of SMP Alignment which stands for Sales, Marketing, and Products. He discusses the Round Canoe Phenomenon where misalignment between SMP causes the boat to go around in circles. One way he addresses this is with an Outcome Hierarchy that is grounded on a purpose, a strategic mission vision, a tactical approach, and metrics. He discusses how structure can give rise to incentives that make people act opposite to the purpose at the top of the hierarchy. Ultimately, misalignment causes missed targets, higher churn, and lower retention of key employees.
About the Host:
Connect on LinkedIn
Order Andy’s new book Sell Without Selling Out on Amazon
Learn more at AndyPaul.com
Revenue.io | Unlock exponential growth with an AI-powered RevOps platform
Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos
Blueboard | A rewarding alternative to President’s Club