~240 words | 55 second read
Every week, something comes down from the top
A new blitz. A new play. A new thing your team should be doing right now
Heart's always in the right place but everything is red alert
I used to forward all of it
Then my teammate Anna Rofsky asked a question in a meeting that I haven't been able to stop using since
What behavior are we trying to drive or change?
That's it. That's the whole thing
Now every time something lands in my inbox I run it through that filter before it gets anywhere near my team
Pipeline creation off? No. Results trending wrong? No. Is there a specific behavior we're trying to fix? Also no
I don't share the blitz. I don't run the play. I move on
Some of them are genuinely good. Competitor displacement plays. Joint eval plans. Things that actually change how your team sells
But a lot of them are just activity for the sake of activity. Shiny. Forgettable. Gone next week anyway
If a higher-up reads this - let’s talk about it
The point isn't to ignore everything. The point is to own what you put in front of your team
You're the last filter before the noise hits them
Choose wisely
DO THIS TODAY
Before you forward the next thing that lands in your inbox, ask: what behavior is this actually trying to change?
Think this was good? Think I'm full of shit? Hit reply. I read every one.
— Brandon