FIOF – Figure It Out Factor

How long will it take to accomplish your ROI?
The answer to this question is dependent on two things. One you can’t control and the other you can.  

  • FIOF – Figure It Out Factor. What? Yes, FIOF! How quickly can someone take concepts, ideas, and new information and apply it in the real world under pressure from prospects in the heat of battle?  You can’t control this you can only adapt to this. This is one reason most sales training programs don’t produce the expected equity and ROI. Click here to see what your teams overall FIOF is for free.
  • Your ability to hold everyone on the team accountable to the following: new information, applying the proper systems and processes, newly defined metrics, daily activities, weekly coaching (not update calls), weekly pipeline reviews with a milestone centric sales process, positively motivating everyone on the team, raise the bar and stop accepting excuses for lack of results. You can absolutely control this!

Let’s suppose someone has a really low FIOF and they purchase a bed and dresser from one of those large big box stores, like IKEA. The first thing they do is open the box and pull out the instructions. Then they call the 800# and wait on hold for the operator for 15 – 30 minutes. Once connected, they wait for the step by step instructions and do not take much, if any, initiative to piece the puzzle together without clear step by step instructions. I know, maybe Ikea is not the best example because you almost have to be a structural engineer to complete the kit. But you get my point. Contrast that with someone who has a very high FIOF. They open the box from IKEA, start sorting pieces and parts, begin putting pieces together and will only reference the directions as a last-ditch attempt. They certainly won’t call the 800# and ask for help. They just ‘get it’ and Figure It Out.
The lower the FIOF the longer your ROI will be and the greater the frequency of workshops and coaching with shorter more condensed sessions. Those with low FOIF will need more frequency and must be taught systems and processes to follow with lots of role play and instructional coaching and repetition. Those with high FIOF need less frequency and the teaching and training can be at a conceptual level.  
Click here to see what your teams overall FIOF is for free.

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Author: Rocky LaGrone

Rocky LaGrone is a seasoned sales development expert with over 25 years in sales development and training working with well over 1,000 companies of all sizes in various industries.

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