Author: Mark Johnson

“Every Monday Matters.”

This is especially true when it comes to continuous improvement in business. Recently, I’ve been working with a client, listening in on sales calls and conducting role-playing sessions. The insights gained from these activities are truly priceless. But the real magic happens after the activity, during the debrief.

In the business world, “debrief” often carries a negative connotation. It’s frequently associated with mistakes, failures, and blame. This fear-based approach is counterproductive. The U.S. Navy’s Blue Angels flight demonstration squadron offers a powerful alternative perspective.

The Blue Angels, known for their precision and flawless aerial maneuvers, understand the critical importance of debriefing. After every flight—whether a practice session or a public performance—they conduct a thorough debriefing process. Their goal isn’t to assign blame but to identify areas for improvement and drive fear out of the organization.

Why is debriefing so effective?

• Accelerated Learning: Debriefing allows you to extract valuable lessons from every experience, both positive and negative. It transforms experience into expertise.
• Improved Performance: By identifying areas for improvement, you can make adjustments and enhance your performance in future endeavors.
• Enhanced Teamwork: Debriefing fosters open communication and collaboration, strengthening team cohesion.
• Reduced Errors: By analyzing past mistakes, you can prevent them from recurring.
• Increased Confidence: When you consistently learn and improve, you build confidence in your abilities.

How to Conduct an Effective Debrief:

Here are some key principles inspired by the Blue Angels:

• Focus on Facts, Not Blame: Stick to objective observations and avoid assigning blame. For example, instead of saying “You messed up the closing,” try “The closing rate was lower than expected. Let’s analyze the factors that contributed to that.”
• Encourage Open Communication: Create a safe and supportive environment where everyone feels comfortable sharing their perspectives.
• Start with the Positives: Begin by acknowledging what went well. This sets a positive tone and reinforces successful strategies.
• Identify Areas for Improvement: Focus on specific actions that could be improved in the future.
• Create Actionable Steps: Develop concrete steps to implement the identified improvements.
• Document the Learnings: Keep a record of the key takeaways from each debriefing session.

Applying Debriefing to Sales Calls and Role-Playing:

When debriefing sales calls or role-playing sessions, consider these questions:

• What were the strengths of the call/role-play?
• What could have been done differently?
• What specific strategies or techniques were effective?
• What objections or challenges were encountered, and how were they handled?
• What are the key takeaways for future calls/role-plays?

By adopting a structured debriefing process, you can transform every experience into a valuable learning opportunity and propel your business forward. Make every Monday—and every activity—count. And that is how we win the day!

Every Monday Matters – Part 1

A Recipe for High Performance

The most important question? 

“What do you really really want?” This Is really the second most important question. Say what?! The more important question is: “What are willing to give up to get it?” 

Are you willing to give up chill time for gym time? 

Are you willing to trade busy work for prospecting, business development, or recruiting? 

Write a book? Are you willing to give up what you usually do from 7 to 9 pm and go to the library instead? 

I’ll do whatever it takes to get what I really, really want.

I’ll give up whatever it takes to ______ (fill in the blank)

To get _________, (fill in the blank) I’ll do whatever it takes.

When you are willing to do whatever it takes, you’ll earn want you really want.