Negative Thinking Adds Value

I am on vacation next week and really need to finalise the text for my next book which covers knowledge management in sales and marketing. I have been using a mind map to identify what I need to cover and the key points that I want to make. I like how mind maps create a visual imagine of what needs to be included in a book and also the sub topics. The software that I use also lets me move the map and associated text about if I decide at a later date to change the sequence to make it easier for the reader to follow.

I was chatting with my colleague, Nick Milton, and he suggested as a sense check that I had included all the points that I wanted to include that I should look at it from a reverse direction. So instead of putting all the things that I think need to be included in a good knowledge management system for sales and marketing people, I should list all the things that would be MISSING or ABSENT from a good knowledge management system for sales and marketing people. I tend to be a half full type of person so thinking in a half empty way is a bit of a challenge for me but one that I am up for.

So here is the start of my list of things that would prevent knowledge management being successful in a sales and marketing environment or things that you could do to inhibit knowledge being shared and re-used in that environment. I will add to the list as time goes by;

1. Pay them to do it
2. Ensure they have to update the CRM tool immediately they are finished with the client
3. Ensure they share all leads with their peers
4. Ensure that information can only be shared via a secure desktop
5. Mandate it
6. Insist that all knowledge about clients is a corporate asset
7. Don’t give them credit for re-use of their knowledge in new sales
8. Ensure no team bonus are available
9. Focus all performance rewards at the individual level
10. Don’t make it anyone’s responsibility to manage the knowledge of the department

It certainly gives you a different perspective on things if you look at them from a how to ensure you aren’t successful perspective.


Knoco Ltd