A common phrase bandied about by sales leaders, as well as the title of a best-seller on large account management, is "Hope Is Not A Strategy."
That's wrong though. Hope is a bad tactic. It's a great strategy, when properly executed by visionary leaders.
The first definition for the noun "hope" that popped up for me online was: "A desire accompanied by confident expectation of its fulfillment."
To have Hope be an effective strategy, there are two foundational requirements:
Desire: Has to be to reach an achievable goal, even if it is tough...super stretch. It also has to be authentically communicated to the team.
Confident expectation: This only happens if you've already put in the time to build the team, tools, and pipeline to execute against the desire.
So is Hope A Strategy? Absolutely...if you've built the foundation to make it so!
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