🤩 Today’s SPIN® Behaviour Challenge

You don’t have sales alignment. You have a shared illusion.

You sent the email. Held the pipeline review. Showed the slides.

And now you think: “We’re aligned.”

No. You’ve created a situation where nobody says out loud that they’re not.

Silence isn’t consensus. It’s conflict in disguise.

The Fantasy

Sales leader says: “We need to be more consultative.”

Team says: “Absolutely. 👍”

Team does: exactly what they did yesterday.

Because everyone is quietly thinking: “Do they really mean it — or is this just this quarter’s PowerPoint?”

So everyone does the safest thing. Nothing. But professionally.

Steven Pinker calls this a common knowledge problem. There’s a difference between I know it, you know it, and we all know that we all know it.

The last one is where teams actually move.

THE CHALLENGE: 

The Back Brief

Stop asking: “Are we aligned?”

Start asking: “Tell me what you’ll do differently tomorrow.”

Ask three people on your team this week:

“What’s our biggest priority — and what are you personally doing differently because of it?”

If the answers vary: you’re not aligned.

You’re just being polite to each other.

Alignment isn’t something you announce. It’s something everyone can see — and knows that everyone else sees too.

Drop “ALIGNED” in the comments if you’re done mistaking silence for consensus 👇​​​​​​​​​​​​​​​​

Need inspiration — text “30 min” on my mobile +4526700356

All the best.

Anders 🤩

#Huthwaite #SPINselling #BuyingCycle #SalesLeadership #Alignment #Backbrief