F+C = R “Getting to the right OUTCOME”

How to WIN MORE SALES: F (Frequency) + C (Competency) = R (Result or Outcome)


Frequency is determined by how often you carry out a task or repeated set of tasks. Competency, however, is the skill or ones ability to carry out a specific task or set of tasks satisfactorily.

Therefore, if one is not able to frequently carry out a set of tasks in a skilful and competent manner, then the desired result or outcome is more often than not, not achieved.

How to win more sales

So, consider this - If the desired result or outcome is largely attainable but not achieved. Then one really needs to consider where the focus needs to be.  Either;

a) One knows WHAT to do (KNOWLEDGE) and HOW to do it (SKILL) but does not WANT to. Then largely the cause will be (ATTITUDE)

b) One knows WHAT to do (KNOWLEDGE) and really WANTS (ATTITUDE) to do it, but does not know HOW to (SKILL). Then this is largely a competency or capability issue

c) One knows HOW to do it (SKILL), and really WANTS to do it (ATTITUDE) however, does not know WHAT to do (KNOWLEDGE). Then all one needs to do is make them aware, take them from a place of unconscious competence to conscious competence

It's only when you see the overlapping of the 3 (Knowledge, Skill & Attitude) will you see a HABIT of F+C. And when trust is high, and the space is given, it's amazing how much easier the 'R' follows.

You May Also Be Interested In...

consultant consultancy interim manager and sales director for hire London

Do you think consultants need a makeover?

So is it time for a new breed of consultant?¬†Undoubtedly the matter of how we make a living now is quite different compared to even…

Read more

flywheel effect

The Flywheel Effect – Push, push, push –

Push, push, push. Is that the only way to create the flywheel effect?¬†Imagine being a kid for a moment. One thing would set the hormones…

Read more

change management how receptive are you

Traditional definitions of leadership need to change

Traditional definitions of great leadership need to change.¬† In an agile market, things morph very quickly. Structures no longer follow historic practices. Clients and customers…

Read more