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Warrior Mentality vs. ISO 9001
Posted by Steve Flick
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I got a piece of spam today from “The Warrior Sales Academy”. Two things immediately popped into my head. One, they’re trivializing the unpleasant but sometimes necessary things soldiers do. (You want to be a “warrior”? Really?)
Two, we’re not in the Dark Ages. Conciliation is preferable to confrontation. Collaboration trumps the “pillage and plunder” mindset. Selling is first and foremost about establishing - then building - healthy relationships. What value do you give them in return for the money they give you? Are you offering greater value than your competitors? Are you always looking to improve?
Look at the quality management system process model, as depicted in ISO 9001:2008 (figure 1). See where the customer is?
Here, the customer is the alpha and omega of the quality management system. Organizations that implement quality management systems ensure customer satisfaction — they meet the customer’s requirements, and then some.
Contrast the ISO process model with the warrior process model (Figure 2):
Do you really expect to get - and keep - customers when you go after them like barbarians on Rome? Look at what clause 1.1(b) of ISO 9001 says:
“This (standard) specifies requirements for a quality management system where an organization…aims to enhance customer satisfaction through the effective application of the system, including processes for continual improvement of the system and the assurance of conformity to customer and applicable statutory and regulatory requirements.”
Seems pretty simple but as the saying goes, “If it was that simple, everyone would be doing it.”
So, what are you? A warrior, or a builder? If you’re not having any luck as a warrior, it’s probably time to take the ISO 9001 approach.
This work is licensed under a Creative Commons Attribution 3.0 United States License.
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