Author – Collin Stewart
TIME IS NON-LINEAR
The Native American perception of time, Joe Paranteau explains on a recent episode of the Predictable Revenue Podcast, is non-linear. It is circular and ever-moving, like a clock or a sundial. Joe has found it helpful to think of the sales process as a non-linear occurrence. At the end of the sales cycle is both new and continuous: a project launch and the forging of a deeper relationship. But that doesn’t mean you never look back. Quite the opposite. The concept of honour is very important in Native American culture, and in looking at time as a continuum the people honour the past as a historical guide to inform the present and future. In sales, Joe likens this to looking back at win rates, conversion rates, and other insights to continue improving the process.
Non-linear time also helps salespeople to “sell through the close,” rather than feel like their responsibilities end when the sale is made. The more effort a salesperson puts into growing the relationship, building a strong customer success plan, and making the buying process smooth, the more likely the deal at hand is to spawn more.
Native Americans serve in the military at a greater rate than any other ethnic minority. Joe explains that it’s part of their warrior culture – so in spite of the fact that he once said to himself he’d never join the military, he was drawn to serving and eventually did for a while during and through the end of the Cold War.