The Uncertainty Test
A lot of business coaches are promoting the litmus test of your business’s functional systems as the ability to take a 30-day vacation without checking in, and discover that sales and delivery have increased in your absence. It’s a vital concept… even if you know that your business won’t pass the test it gives you certainty and a goal.
There’s a similar test that I developed for the sales teams I coach to assess their preparedness for changes in the market that I call “The Uncertainty Test”. You may not like the information the test gives you, but it provides a baseline against which you can measure your progress toward sales resiliency that I predict will be crucial in the next few months.