Adjusting to life at West Point wasn’t easy for me. As a new cadet in summer boot camp, I had an explanation for everything I did wrong, whether it was too little time, the weather or a teammate I felt was letting me down. But with every excuse, I only drew more unwanted attention to myself.
Then a lightbulb went off when I realized the value of the “no excuse.” As a freshman, you’re only allowed to respond in one of four ways to an upperclassman – “Yes,” “No,” “I do not understand” and the most important – “No excuse.” No matter how badly you screwed up, when you’re asked why it happened, the only answer you can give is “No excuse.”
“No excuse” means ownership. It means no matter what the circumstances are, there’s no excuse for not accomplishing the work. This mentality has helped get things done in less than ideal circumstances as an officer, as a sales rep and as a leader of sales enablement initiatives. As an analyst at SiriusDecisions, I see organizations of every size face execution challenges for various reasons. Some of the most common reasons are limited budgets, limited authority and a lack of support from other roles in the organization. But that’s no excuse for not getting SOMETHING done. So here are a few “no excuse” initiatives you can do with limited resources:
Most of these initiatives take time and effort vs. a committed budget. As a leader in a relatively new space, you often have to prove the value of sales enablement before the budget arrives. Start with these “no excuse” ideas, and see where they take you.
Peter is a driven research analyst for the Sales Enablement Strategies (SES) service at SiriusDecisions. As an analyst, he works with clients to implement best-in-class research and frameworks that pertain to sales enablement organizations across a wide spectrum of industries.