How Do You React and Respond to “The No-Win Scenario?”

How do you react and respond in the face of the “no win” scenario?

Once upon a time… One of my team members was given what our leadership eventually admitted was a statistically impossible quota.

Because of this grossly out of whack anomaly with by far our biggest customer, my quota was also not attainable.

It took a couple of weeks to absorb this fact and make peace with the inevitability that we would not hit goal that year. We did, however, make a pact – that we were going to get aggressive, leave it all on the field and “go down swinging.” That was our mantra for the year. “Go down swinging.”

Multiple creative and brilliant deals were created and closed throughout the year. We left no stone unturned.

In the back half of the year, an announcement was made whereby a specific product sale would have its revenue multiplied.

My team hit 114% of goal and my team member had the best financial year of their career. We accepted the tough circumstances, made a plan and executed, letting the chips fall where they may. That’s all we could control. And we won, against all odds.

In Star Trek lore, there is a captain’s test called “The Kobayashi Maru” which is set up in a way to test the character of an aspiring leader in the face of certain defeat. What do you do or have you done in the face of impossible circumstances?



About cvheady007

I am a Christian, Husband, Dad, workaholic and author. Biography Carson Vincent Heady was born in Cape Girardeau, MO, graduated from Southeast Missouri State University and moved to St. Louis in 2001. He has served in sales and leadership across Microsoft, AT&T, Verizon and T-Mobile. Carson is best-selling author of the Birth of a Salesman series, the first book of which was published by World Audience Inc. in 2010. He released The Salesman Against the World in 2014, A Salesman Forever in 2016 and Salesman on Fire in 2020. He is also featured in Scott Ingram’s B2B Sales Mentors: 20 Stories from 20 Top 1% Sales Professionals. Carson is a 7-time CEO/President’s Club winner across 5 roles at AT&T and Microsoft and National Verizon Rockstar winner. He has been recognized as a top social seller at Microsoft and is consistently ranked in the top 25 sales gurus in the world on Rise Global. He is included among the Top 50 sales authors on LinkedIn. With over 330K social followers, Carson has also been interviewed on over 30 sales and leadership podcasts, by such luminaries as Jeffrey & Jennifer Gitomer, Jeb Blount, Brandon Bornancin, Sam Dunning, Larry Levine, Darrell Amy, Scott Ingram, Thierry van Herwijnen, Jim Brown, Sam Jacobs, Luigi Prestinenzi, Donald Kelly, Marylou Tyler, George Leith, Pat Helmer, Eric Nelson, Ron Tunick, Jeff Arthur, Mary Ann Samedi, Jean Oursler, Andre Harrell, Marlene Chism, Bill Crespo, Matt Tanguay, Josh Wheeler and Chad Bostick. He has also co-hosted the Smart Biz Show on EG Marketing Radio. His articles have appeared in several noteworthy publications such as SalesGravy, Smash! Sales, Salesopedia and the Baylor Sports Department S3 Report. Carson lives in St. Louis, MO, with his wife Amy and daughters Madison, Sidonia and Charlotte.
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