I love a good metaphor. Can I draw a parallel from life in business to on the bike? What's not to like? ; )
'Spin to win', for example, can have a few connotations from gambling to gymnastics but in cycling its all about high cadence. I wager, that goes for sales too. According to Joy McCulloch:
- High Force/High Velocity: Which is, powerful muscle contractions with a fast cadence. In this case, the Athlete is utilizing both leg strength (pedal force) and pedal cadence (torque) to generate forward motion.
- High Force/Low Velocity: Which is, powerful muscle contractions with a slow cadence. In this case, the Athlete is relying primarily on muscle strength to create forward motion, with very little emphasis on torque (cadence).
- Low Force/High Velocity: Which is, a moderate or reduced muscular contribution to forward momentum, torque (pedal cadence) is the primary component of power production. In this case, the Athlete is using minimal muscle strength and relying heavily on torque (pedal cadence) to propel the bicycle forward.
- Low Force/Low Velocity: Which is, minimal muscle force and minimal torque (i.e. a slow pedal cadence) being utilized to move the bike forward. In this case, the Athlete is not recruiting muscle strength or torque in a significant way to create speed.
- A faster cadence can preserve power & produce speed.
- This ensures minimal recruitment of the anaerobic system and thus increases endurance.
- No longer just a ‘gimmick’, the benefits of power-meters and other data-gathering tools have proven the positive impact
So in business, specifically sales, what does 'spin to win' mean? I see it like this:
- Low Force/High Velocity – this mean personable outreach with consistent followups. A predefined cadence is a critical element to successful sales leadership
- Resiliency – just like the smarter you train the more you can pedal through the pain, keeping a low force / high velocity cadence in sales makes you more resilient.
- Data Driven – trusting your gut is great but you have to evaluate what works & what doesn't to prove it. Just like power meters have revolutionized cycling statistics, tracking sales campaign success will set you apart.
Of course there is no silver bullet here but paying attention to what works & putting the time in will help you spin to win. What do you think?
As always, thank you for reading!
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赤塚桂子 | KEIKO AKATSUKA
Keiko has been a renting a desk at our office for the 2nd half of March. She does Art direction, Package Design, Graphic Design, Illustration & Emblem Design. Also a keen cyclist! : )
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