Optimum Sales – From the pilot test to the project
If we simplify it a lot, the concept of the Agile methodology tells us that, to be effective with any initiative, we should conduct a small pilot test of the project to be developed, measure the results, optimize the actions, and then restart it with the optimization incorporated. Without a doubt, it is a great tool that allows for effectiveness and speed in the development of any initiative.
The most important challenge for the drivers of new initiatives is to ensure that, if the pilot test achieves the expected results, the organizations will implement the improvement obtained across the entire scope of the area of the company affected by this new initiative.
To achieve this development across the entire scope of the company where the new initiative applies, it is necessary to be able to determine, prior to the pilot test, the optimal metric that will allow the go-ahead for the rollout of the new initiative company-wide, the decision-making process that will be followed, the implementation phases, and the resources to be used.
The situations we have observed that paralyze this type of projects, in which we have sometimes been involved, are those where in the initial phases, the global roll-out of the project is not planned, and although the pilot test results are positive, the top management does not authorize the full implementation of the new initiative due to not having previously had a complete vision of its implications.
Pilot tests, among other things, serve to gain a preliminary vision and confidence that the new initiatives to be developed will work as expected, but it is critical to carry out planning that allows for the viability of the resulting project, as if this does not happen, it is a waste of resources and motivation for the team driving the new initiative.
| David Galve | General Director www.linkedin.com/in/davidgalve |  |
