Dealing with VUCA

Help them think more

Lead them through VUCA

This is a model that was originally used by the military. It stands for
- volatile
- uncertain
- complex
- ambiguous

And that pretty much describes the situation we’re in at the moment, right?

in 2007 Bob Johansen came up with the VUCA Prime model as a way in which we can deal with these situations

How we can neutralise them, if you like

It uses the same initials

🔶 Vision rises above volatility

We want to have a joint vision with customers
We want to establish what it is we’re trying to achieve together.
We can then form a plan and we can work on that.

The better we can help customers understand where they want to be and how we can help them, the better we can work with them to achieve that.

🔶 Understanding reduces uncertainty

We need to stimulate thinking
We ask customers questions not necessarily so we get to know stuff, but by asking them questions, they can start to understand things better.
We share information and bring stuff to the table

Insight is the salesperson’s most valuable commodity and the skill in generating understand by applying it one of our greatest gifts

🔶 Clarity counters complexity

We are in a complex situation now and there is much confusion going on.
We can become clear ourselves, and help the customer become clear in what they want to do,
We are then bringing value as salespeople.

That’s why models and processes and having things to structure work and deliberate action around are useful because it makes us far more effective.

🔶 Agility overcomes ambiguity

We want to be agile and be able to react quickly.
We need to respond to people.
We’ve got to be able to say, look this has changed, this is different, this is a threat and this is something we need to deal with, but we’re set up to do it.

The more agile we become the more effective we can be and the better we can operate.

🧡 Think collaboration rather than commodity 🧡

(Adapted from a Harry and Larry conversation in Hybrid Selling)