What we think | Sales Insights

Horizon Approach: How to secure larger goals by making them more attainable for your sales team

Embrace forward-thinking strategies that transcend the present, envisioning opportunities across horizons. Learn from a senior team leader’s journey, applying transformative insights to reshape your business strategy and secure future success.

In the intricate tapestry of business, success often hinges on the ability to think beyond the present and envision opportunities across multiple horizons. This approach not only expands the scope of possibilities but also paves the way for larger deals that can shape the trajectory of your enterprise.

“Managers think for today. Winners think for tomorrow. It’s not just about surviving today. The game is focused on thriving tomorrow. This means leaders need to think across multiple horizons and plan ahead with the horizon approach,” said a business leader based in India.

To explore this concept, let’s delve into a senior team leader’s personal experience that highlights the transformative power of thinking across horizons to accomplish larger goals. The best part is how this story seems like an adventure at first glance, but the insights can be applied to the realm of business strategy.

Let’s explore the experiences of Kannan and understand his growth through his eyes.

The Expedition That Shaped My Perspective

A few years ago, I embarked on a daring expedition to climb a formidable mountain. At the base, the summit seemed like a distant dream. It was covered by clouds and uncertainty, making me very scared to delve deeper.

I was part of a team of three friends who had decided to travel together. None of us had much experience in mountain climbing and we didn’t want to risk it. Some of us were even very steadfast in heading back home to save our necks.

However, one person on the team had a unique approach. He first calmed us down and began to plan our ascent across three horizons – the near, the middle, and the far. He told us to think in terms of reaching the farthest point. But to initially focus only on the near. If we survived the next 120 seconds, we would have survived for a whole two minutes. That was his mindset.

The Near Horizon: Tactical Preparation

Our immediate focus was on the near horizon – the steps we needed to take right away to ensure a successful start. We meticulously checked our gear, analyzed the weather forecast, and honed our climbing techniques. Were we prepared to handle the obstacle before us? Fear was just one aspect. But a lack or discrepancy in preparation could turn dire.

A few months after this experience, I began to connect the dots. It translated directly to the business landscape. When chasing larger deals, the near horizon involves fine-tuning your immediate strategies – understanding your clients’ needs, aligning your offerings, and refining your pitch to resonate with their objectives.

The Middle Horizon: Adaptation and Resilience

As we ascended, the middle horizon came into play. It involved adapting to changing conditions while staying true to our ultimate goal. This meant being agile in the face of unexpected challenges and adjusting our route as the terrain shifted. The strength of the team is the individual and the strength of the individual is the team. This meant we had to support each team member’s well-being.

Again, I found myself comparing this to the business world. Here, the middle horizon corresponds to your adaptive strategies. It’s about responding to market shifts, evolving client needs, and being resilient in the face of obstacles. Just as we adjusted our climbing route to navigate challenges, businesses must pivot their strategies to overcome roadblocks.

The Far Horizon: Visionary Focus

Finally, the far horizon – the grand vision that fueled our determination to reach the summit. It was the driving force behind our journey, inspiring us to persevere even when fatigue set in. In the end, we were able to reach this summit purely because we didn’t focus on it directly.

Our team leader made sure we just focused on keeping each foot before the other. We were all eager and knew we would reach the tangible goal. But the focus was on the journey and accomplishing each near goal. A hundred near goals accomplished lead to the final far goal done.

Similarly, in business, the far horizon is your long-term vision. It’s about identifying the larger deals that align with your overarching goals. Just as our expedition aimed for the summit, businesses must set their sights on transformative opportunities that have the potential to reshape their industry landscape.

Applying the Horizon Approach to Business Deals

Now, let’s bring this experience full circle and apply the horizon approach to creating larger deals in the business realm.

1. The Near Horizon: Precision in Execution

Similar to Kannan’s preparation for the climb, start by fine-tuning your immediate strategies. Understand your clients’ needs with laser focus. Analyze their pain points and aspirations, and tailor your offerings accordingly. Just as the team honed their climbing techniques, refine your pitch to clearly articulate how your solution aligns with the client’s objectives.

2. The Middle Horizon: Adapt and Align

As Kannan’s team navigated the changing terrain, your business strategies must be adaptable. Keep a finger on the pulse of market trends and client demands. Be prepared to pivot your approach when circumstances change. Just as they adjusted their route, tweak your strategies to remain aligned with your client’s evolving needs.

3. The Far Horizon: Aim for Transformation

The summit represented the team’s ultimate goal – a transformative achievement. Similarly, identify the larger deals that can reshape your business landscape. These are the opportunities that align with your long-term vision, pushing you to venture into new territories and set industry benchmarks. Just as the summit fueled Kannan and his team’s determination, these larger deals should ignite your passion and commitment.

Also Read: Why Continuous Learning Is Important For Leaders To Build Better Teams?

Collaboration: Strength in Unity

As Kannan neared the summit, the team’s camaraderie proved invaluable. “Each member’s unique skills contributed to our success. We all played an equal role in balancing our strengths and weaknesses. Even if one member of the team gave up or didn’t support us properly, we would have failed the mission,” Kannan said.

Similarly, in business, collaboration is key. Engage your team’s diverse strengths to tackle larger opportunities. Pool expertise from various departments – sales, marketing, and R&D – to create a comprehensive strategy that addresses every aspect of the deal. Just as Kannan’s team relied on each other’s support, leveraging your team’s collective knowledge amplifies your chances of clinching larger, transformative deals.

Beyond the Summit: Continuous Learning and Innovation

Reaching the summit wasn’t the end; it marked the beginning of a new perspective. Similarly, sealing a larger business deal isn’t the culmination; it’s the foundation for future growth.

After Kannan’s climb, the team reflected on their experience, learning from their successes and failures. It prepared them for the next team adventure and had them energized to keep scaling mountains.

In business, embrace a culture of continuous learning and innovation. Analyze the outcomes of your larger deals – what worked, what could be improved – and integrate these insights into your future strategies.

The legacy of sealing larger deals extends beyond the balance sheet. Transformative deals can reshape industries, set benchmarks, and inspire others to strive for excellence. By consistently adopting a horizon approach, your organization becomes a beacon of innovation and growth.

It encourages others to embrace a mindset that transcends boundaries and envisions success across multiple horizons.

Conquering Summits in Business

Kannan’s mountain expedition taught him that thinking across horizons isn’t just about climbing. It’s about conquering summits of possibility. When he connected the dots and compared this experience to the business world, he was able to create larger deals that are transformative and aligned with his vision. Just as he reached the summit by embracing the horizon approach, your business can reach new heights. It’s all about transcending boundaries and embracing a mindset that envisions success across multiple horizons. To know more about how team goals can be attainable, contact us.

Meenakshi Girish is a professional Content Writer who has diverse experience in the world of content. She specializes in digital marketing and her versatile writing style encompasses both social media and blogs. She curates a plethora of content ranging from blogs, articles, product descriptions, case studies, press releases, and more. A voracious reader, Meenakshi can always be found immersed in a book or obsessing over Harry Potter.
Chandrani-datta-Content-Manager-Tripura-Multinational-Singapore-our-team 2
Chandrani Datta works as a Manager-Content Research and Development with almost a decade’s experience in writing and editing of content. A former journalist turned content manager, Chandrani has written and edited for different brands cutting across industries. The hunger for learning, meaningful work and novel experiences keeps her on her toes. An avid traveller, Chandrani’s interests lie in photography, reading and watching movies.

Share this post!


You might also be interested in the below topics

Be the first to get your hands on our insights to achieve more.​