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    Episode 24 - The Process - Another Lesson from Nick Saban

    en-usNovember 26, 2019
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    About this Episode

    Microcast

    The Process

    Because of his success winning national championships, Nick Saban is now the most successful active college football coach in history.  He wrote a book called, “Think Like a Warrior” where he described what he calls “The Process” as his secret to success.  Simply put, Saban shares that “The Process” is maintaining a relentless focus on things that we can control.  It also means not being distracted by the opponent’s perceived strengths or the score, but rather do your job so that you can contribute what you have control over.

    How many times in your channel job have you gotten distracted over your development team missing a product release date, the reorganization that you think is coming to realign resources, or an install that is taking too long based on that final circuit?  Saban teaches his team that they are responsible for what they create, not what the other team has going on that they can’t control.

    So, when we look at Saban’s “the Process”, how can we apply this and other things that he’s doing to the channel.

    First, worry only about the things you have control over. Stress comes from things that we feel we can’t control.  On game day, there are a million small things that happen on and off the field that could drive players and coaches crazy....the way the ref made that call...the dropped punt and turnover....the missed pass or fumble.  The list is endless.  Saban coaches his players and his staff to not consume themselves with things that they can’t control but focus on what they can deliver.   

    If you are a channel manager, you have control over which partners you spend time with and how you teach them to interact with you.  You can’t control how often they will refer deals and if those deal will translate to revenue.  If you are in channel marketing, you can control the quality of your materials, campaigns you run or events you produce.  You can’t control what partners will do with the materials you so carefully crafted.

    Next, organize the process by breaking it down into its component parts.

    Saban breaks his process down into smaller parts so each routine is understandable, manageable and measurable.  We develop software at Convey.  No task takes our developers more than a day or two and each new feature is compiled of many smaller tasks that we can manage and measure to keep us on track.  Those of us in the channel managing complex sales processes, commissions, installations or other processes should take a lesson from Saban’s playbook to take a big process, break it into its component parts then track and measure it. 

    Don’t get anxious about impending situations.  How hard do you think it is to win in the SEC?  You have a balanced league with teams like Auburn, Georgia, LSU and Florida who are perpetual powers.   Saban is known to be hyper-focused with a work ethic that is unparalleled.  He keeps his eye on the prize, winning, and doesn’t pay attention to those other teams that try and distract him or what they may do in the future.

    It’s easy to be distracted in the channel with one eye on the competition, the partner who is complaining the loudest, or with things that are not in your control.  Staying focused and minimizing those distractions is critical to make sure you have the right orientation to keep your eye on the prize – revenue.

    Strive to be liked, but don’t obsess over it is another play in his playbook.
    Nick Saban may easily be the best coach in college football because he's got a keen sense of understanding that you become the best by hiring the best. Sometimes we fear hiring people that are better than we are because they might outshine us, replace us, threaten us or be better liked.  If your channel program is going to grow, you have to deve

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    We start with an 8:15 Huddle

    First thing in the morning, we have a quick huddle over video conferencing that focuses more on how we are doing personally vs. what we are doing professionally.  Cameras are turned on, even though we don’t look that great in our pajamas or sweatpants and with no makeup, but we can see the environment that everyone is working in, even if their cats jump on their desk. Here are the three questions we ask our team:

    1.     What did you learn about our current situation with the virus?

    2.     What are you watching that you’d like to recommend to everyone?

    3.     What did you accomplish personally?

    The answer to the first question is designed to have us talk about the progress our country is making in the fight against Covid-19, debunk any false information, and do a reality check on how long our situation might last. 

    Since we are all streaming Netflix or Amazon, we can connect socially on shows that we are all watching together.  Right now, our guilty pleasure is Tiger King, a 7-part documentary about Joe Exotic and his big cat animal park in Oklahoma and his death match with animal rights activist Carol Baskin who runs the Big Cat Animal Rescue in Tampa.  This gives us a big laugh and an opportunity to talk about the bizarre story that has gripped the interest of America.  We’ll be on to the next binge-worthy show soon.  We would have talked about this live in the office and doing so virtually gives us as close to the same experience as possible.

    The question about personal accomplishments keeps people focused on finding something small they can do to feel they are not just wasting away at home.  We have people share their online workouts, something new they cooked for dinner, or even attending support groups online.  Tonight, I’m participating in a virtual trivia game that our team is doing vs. going to the restaurant we owned that had to be shuttered during the crisis.

    Break up the day with a virtual lunch.

    The first day of our total work from home environment, we had everyone meet for lunch over video.  We got a chance to catch up socially, find out what everyone had cooked, and just hang out as we would have at the office.  We won’t do that every day, but I suggest once or twice a week as a great way to break up the day. 

    End the day with a 5:00 daily recap.

    Our last call of the day is at 5:00 and we ask everyone to weigh in on the following:

    ·      What was your bi

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