First, let’s explore the meaning behind this dictum.
In 1931 Alfred Korzybski a mathematician presented a paper where this expression first appeared:
A map is not the territory it represents, but, if correct, it has a similar structure to the territory, which accounts for its usefulness.— Alfred Korzybski
The key point here is no matter how detailed the map is it cannot fully represent the territory. It is useful as a guide but can become counterproductive if we rely on it for precise details.
Imagine following a map as you walk across a busy street. The map will guide you but it won't account for the car that's traveling eastbound and hits you head-on, oops!
Therefore the map is merely an abstraction of reality but not reality itself.
It requires interpretation which can lead to different outcomes depending on who is reading the map.
The Trap for Sales Professionals
Success for any sales professional relies heavily on preparation.
A good sales script helps prepare you for better conversations.
Roleplay prepares you for likely scenarios.
Researching prospects via social media can uncover potential pain points.
What happens when your customer goes off script? How prepared are you?
The sales script, role play, and a prospect's social media account are all maps. They help paint a picture but not the whole picture.
Knowing this allows us to ask the following question:
How can we prepare for what's not on the map?
Capability vs Capacity
I was listening to a podcast with the LA Rams coach Sean McVay and Peter King.
Mcvay was discussing his takeaways from the loss of Super Bowl 53 to the Patriots. He talked about the difference between capability vs capacity which I found very interesting.
"Capability, guys can follow directions if you give specific orders. But capacity is the ability to give them contingency plans and the tools to be able to solve the problems even if it's maybe something that you haven't gone in and really practiced throughout the course of the week.” - Sean McVay
In essence, McVay was saying he did not prepare his team to adjust and think for themselves whenever the Patriots ran plays that they had not practiced for.
Mcvay went on to explain that these insights on capability vs capacity were introduced to him by JC Glick who co-authored the book, A Light in the Darkness: Leadership Development for the Unknown.
The sales lesson is clear
Be prepared for the unknown!
Get comfortable with being uncomfortable.
When you go into a sales conversation make sure you are clear on:
What level of authority you have?
What decisions can you make without needing prior approval?
Where can you bend the rules to ensure your client gets maximum value?
The takeaway here is maps ( sales scripts, role play, etc. ) are useful but are inherently inaccurate.
