But He Doesn’t Know the Territory.....
Monday, June 22, 2015
In
1957 Meredith Wilson’s enchanting musical, The Music Man, debuted on Broadway to rave reviews. Immediately recognized as an American
classic, The Music Man was awarded Best
Musical of the Year, 5 Tony Awards and continued to delight audiences for 1,357
consecutive performances! Today it
continues to delight us on high school and summer stage theatres.
Yet
few folks understand the compelling business lessons so creatively woven in the
show’s plot. Within seconds of the
opening, we’re witness to a train full of traveling salesmen who, while rolling
across the border into Iowa, break into a song extolling the value of “cash
only” transactions – no credit extended ever –
SALES MAN 1:
Cash for the merchandise.
Cash for the buttonhooks.
SALES MAN 3:
Cash for the cotton goods
Cash for the hard goods.
SALES MAN 2:
Cash for the soft goods
Cash for the fancy goods
Cash for the merchandise.
Cash for the buttonhooks.
SALES MAN 3:
Cash for the cotton goods
Cash for the hard goods.
SALES MAN 2:
Cash for the soft goods
Cash for the fancy goods
Soon the topic turns to Professor Harold Hill, a
traveling musical instrument salesmen who seems to have the “golden touch.”
Hill magically turns every parent’s fear about their children’s future into a
signed order for a shiny brass instrument and a nifty band uniform. Several salesmen are skeptical of his ability
to succeed and exclaim, “He doesn’t know the territory!”
Which leads to the musical’s first business
question, “Do you know the territory?”
How well do you and your executive team truly understand the world of
your customers? How often do you inquire
into their world? What challenges are
they facing? What does success look like
to them now? How can you help them
achieve their goals? Discover these
answers and you’ll continue to make your firm relevant and necessary for your
customers. What will you do today to
“know your territory?”
0 Comments :
Post a Comment
Subscribe to Post Comments [Atom]
<< Home