Edinger’s Monthly Insights – November 2019

Reflections

The Butterfly Effect: How Great Leaders Drive and Sustain Revenue Growth

This is the working title of my next book. I’m excited to announce that it will be published by Fast Company Press in late 2020 (in time for the perfect Christmas or Hanukkah gift!).

Here is a short segment from the book that explains the title:

MIT professor and meteorologist, Edward Lorenz, coined the term ‘butterfly effect’ in his paper: “Predictability: Does the Flap of a Butterfly’s Wings in Brazil Set Off a Tornado in Texas?” He was the first to recognize the concept of chaos theory when he realized that within the apparent randomness of complex systems, such as weather, there are small differences in the initial inputs of dynamic systems that trigger large unexpected differences later on. The flapping wings represent a small change in the initial condition of the system that compounds dramatically, causing a chain of events leading to large-scale phenomena.

In business, the butterfly effect originates with executives and senior leaders and exponentially multiplies through management. The actions of those leaders – the initial inputs of the dynamic system of a company – unsuspectingly become a gale-force wind at the front lines. Nowhere is this more evident than in the area of revenue performance, where there is a frequent disconnect between growth strategies that are formulated in the executive suite and the execution of those strategies by the sales force. This disconnect creates not only a loss of revenue, but a flawed execution of organizational strategy, limiting growth and achievement.

Everything from subtle misunderstandings about the contemporary sales process and revenue forecasting, faulty assumptions about what makes sellers effective and compensation, has a compounding effect. The actions of leaders cascade through the complex system of a company, creating unintended consequences that can either drive or hinder revenue growth. The Butterfly Effect reveals that revenue shortfalls are leadership issues, not sales issues. It’s vital for leaders who are responsible for the future value of the business to learn how they can use this principle to create a wave of positive change and growth.


A Slice of Life Balance

Feeling sluggish or bored? Add a little (more) music. Music has the power to help us connect to our emotions, which can enrich our experiences. We know it can give us a boost of energy while exercising, but even mundane things like administrative work, running an errand, or cleaning the kitchen can be energizing with the right music. You may enjoy listening to podcasts and audiobooks, as I do, but try taking some time to tune in to music to see what it evokes for you.
For an added bonus, instead of simply playing music while you do something else, turn on some of your favorites and just relax and listen, allowing the music to take center stage. You may find just listening as difficult as trying to meditate if you have trouble sitting still, but try it and see what the chords, notes, lyrics, or melodies do for you.

Edinger Consulting