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Improve Performance, Provoke Thought, Think Critically.

You are constantly striving to improve.  You are looking for practical tips you can apply to your daily work that will impact your performance.  You are looking for advice from professionals who do the work. You want to engage with professionals who have been in your shoes.

Be the Founder that can clearly articulate the problem your company solves.

Be the Sales Professional that your customers want to work with.

Be the Learning Professional who can deliver your solution in the context of the business.

The Catalyst Sale Podcast is published weekly.  We take listener questions at @catalystsale on twitter or hello@catalystsale.com via email.

Topics discussed - B2B Sales, Sales Training, Product Market Fit, Growth, Hiring, Recruitment, Sales Process, Business Acumen, Startups, Leadership.

Mar 6, 2018

Feedback Loops, including the OODA Loop & Leadership

Lt Col. Retired, David “Chip” Berke is our guest this week.  Dave served 23 years as a Marine, mostly flying airplanes as a fighter pilot.  He is currently with Echelon Front as a Leadership Instructor.

Dave shares his experience with the OODA loop as a pilot, forward air controller, and in the business environment.  We also discuss the science and art of this process, and how this applies in sales, learning, and leadership.

Questions Addressed

  • What is the OODA Loop?
  • How do you apply the OODA loop or feedback loops today in business?
  • How do feedback loops apply to leadership?
  • How do questions apply to this process?

Key Takeaways

  • John Boyd F-86 pilot - Korean War
    • Boyd figured out that there is a process that we use to make a decision.
    • The capability of your equipment can’t be what limits your success.
  • OODA loop translates into every aspect of our lives.  There are four phases/stages - Observe, Orient, Decide, & Act - Repeat
  • When it comes to data, there are things we can gather, there are things we are looking for that we miss, and there are things we simply discover.
  • Assumptions get in the way of Observations.
  • Transformation of data to information - this is hard - putting the data into context
  • The more times you do something the easier it is to assess and determine the potential outcomes
  • The more experienced we are - the likelihood that our decisions will be correct.
  • There is a lot of science in data acquisition, however some of the decisions are more art than science. You need to rely on your instincts.
  • Making Decisions is Hard, but not that Hard.  People are pretty good at this part.
  • There is a discussion between decision and action
  • Taking action is Hard - Once you take action, you now own the outcome.
  • The action is the thing that matters most.
  • Once you take action, you immediately get feedback, this starts the loop again.
  • The deciding factor for success is how quickly you can act.You are going to be wrong, we are always making mistakes.
  • Act, inform, re-act, reinform, re-act, inform - create efficiency in action
  • EM Diagram - Energy Management - equipment - shows you what you are good at & what you are not good at. You can do this for yourself and competitors and define a plan that helps you avoid your competitors' strengths.
  • DO the reps - take action, this is how you get better.
  • The debrief is part of the process, it is If you want to get good at leading - LEAD, take the feedback, apply to scenarios, gain experience.
  • Apply the information within your feedback loop, and use it to learn, adapt, and act.
  • Two ways to get good at something - Experience & Training
  • “You do not want to be the best salesperson in a company that goes bankrupt”
  • You can give yourself more information to orient on by asking questions.
  • Your intuition, your presumptions, they are not natural, they are based on your experience. The more reps you get, the better you will get.
  • The lessons in “Extreme Ownership” are applicable in every aspect of life

Show Links

Call to Action

Please share your stories with us @catalystsale on twitter or via hello@catalystsale.com  We'd like to hear how you apply the OODA loop or feedback loops into your work.

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Catalyst Sale

In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.  

Sales is a Thinking Process.