training your sights on....

Training programs are like books. Even the worst ones will teach you something. I just came back from one marketing modelling one. The prof was an ex Unilevers guy with a strong theoretical base in research. His research bit was good but his marketing bit was a quite a let down. Anyone who gives examples from a Kotler marketing text book that is at least 15 years old is an issue. I wonder why people refuse to acknowledge that the world has moved on and upgrade themselves accordingly. It would have also helped to have stuck to core subjects in which you have obvious expertise. You are not teaching kids. Some of us are practioners with ten years of hard core experience.
But not all hope was lost. We had some really funny guys coming from MTV. That was some redemption. We had a character called Shantanu who is much smarter than he would like to admit. While it would kill him to admit as much he did get some of the stuff faster than others in the room. Add to that an outstandingly irreverent sense of humour, the three days went off far better than most training I have been to.
Of course it did help that he and me were in the same team trying to blast the others in the marketing game.
One realisation that has dawned upon me in recent years is that one need not be ready to win at all times. Relax and have fun while you are at it. Our team was the funniest of all. We were also the simplest of all. We did not do too much excel analysis, we had no issues with dissension and we had no arguments on way forward. I think the fact that we allowed for every one to have an opinion and the freedom to implement it was what worked. Whenever someone had a strong view we ensured that we did not go ahead till he was convinced on the decision we took or we took his word forward. We had some teams voting and some teams fighting and some teams pointing fingers, while we laughed like crazy with no such pointing contests. We had inherited in the game a bloated sales force which we did not trim as we had a parsi in the team who thought its not nice to fire. We agreed on a pricing strategy and closed conversation because the lights flickered. What’s that got to do with pricing? Nothing by itself and everything if you believe it was the message of god. When numbers came for every period, the only real thing I saw was sales and most importantly closing stock. If that’s good then you are doing a fine job. We quickly realised that there are four distinct segments and that there should be four distinct positions. Once we got that going, we didn’t change a dam thing.
The thing to learn in real life is that it’s really not so complicated. Look at a few figures you can understand and those that are fundamentally important. Rest will follow. It pains me to see so many people paralysed by analysis.
We were open about our serendipity at the post games presentations and I hope the others figured out that it’s not really that complicated. Like I was telling a younger contestant - most of the time you probably know the answer when you first have a look at the data, but when you anlayse it too much, think of creative methods, etc etc… you probably miss the wood for the trees.
Marketing or even strategic decisions are often common sense. A simple analysis should show you the broad direction, and a thumb rule might be that if it takes too much to understand then it is just that – too much to understand.
Another thing that comes with age is that you get to go for more and more places where you are the average spoiler. It is great fun to see what makes them tick and what works and does not for them. Meeting young minds is as important as meeting older ones. One tells you what was, the other, what will.
A case of opposites reconciling?

like I was telling the HR - the training was good, but for the wrong objectives.

and ya... did i tell you. we outsold everyone and got some huge brand shares and remained highly profitable. Trainers dont like to declare winners, but I reckon we won.