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The Process

Because of his success winning national championships, Nick Saban is now the most successful active college football coach in history.\xa0 He wrote a book called, \u201cThink Like a Warrior\u201d where he described what he calls \u201cThe Process\u201d as his secret to success.\xa0 Simply put, Saban shares that \u201cThe Process\u201d is maintaining a relentless focus on things that we can control.\xa0 It also means not being distracted by the opponent\u2019s perceived strengths or the score, but rather do your job so that you can contribute what you have control over.

How many times in your channel job have you gotten distracted over your development team missing a product release date, the reorganization that you think is coming to realign resources, or an install that is taking too long based on that final circuit?\xa0 Saban teaches his team that they are responsible for what they create, not what the other team has going on that they can\u2019t control.

So, when we look at Saban\u2019s \u201cthe Process\u201d, how can we apply this and other things that he\u2019s doing to the channel.

First, worry only about the things you have control over. Stress comes from things that we feel we can\u2019t control.\xa0 On game day, there are a million small things that happen on and off the field that could drive players and coaches crazy....the way the ref made that call...the dropped punt and turnover....the missed pass or fumble.\xa0 The list is endless.\xa0 Saban coaches his players and his staff to not consume themselves with things that they can\u2019t control but focus on what they can deliver.\xa0 \xa0

If you are a channel manager, you have control over which partners you spend time with and how you teach them to interact with you.\xa0 You can\u2019t control how often they will refer deals and if those deal will translate to revenue.\xa0 If you are in channel marketing, you can control the quality of your materials, campaigns you run or events you produce.\xa0 You can\u2019t control what partners will do with the materials you so carefully crafted.

Next, organize the process by breaking it down into its component parts.

Saban breaks his process down into smaller parts so each routine is understandable, manageable and measurable.\xa0 We develop software at Convey.\xa0 No task takes our developers more than a day or two and each new feature is compiled of many smaller tasks that we can manage and measure to keep us on track.\xa0 Those of us in the channel managing complex sales processes, commissions, installations or other processes should take a lesson from Saban\u2019s playbook to take a big process, break it into its component parts then track and measure it.\xa0

Don\u2019t get anxious about impending situations.\xa0 How hard do you think it is to win in the SEC?\xa0 You have a balanced league with teams like Auburn, Georgia, LSU and Florida who are perpetual powers. \xa0 Saban is known to be hyper-focused with a work ethic that is unparalleled.\xa0 He keeps his eye on the prize, winning, and doesn\u2019t pay attention to those other teams that try and distract him or what they may do in the future.

It\u2019s easy to be distracted in the channel with one eye on the competition, the partner who is complaining the loudest, or with things that are not in your control.\xa0 Staying focused and minimizing those distractions is critical to make sure you have the right orientation to keep your eye on the prize \u2013 revenue.

Strive to be liked, but don\u2019t obsess over it is another play in his playbook.
Nick Saban may easily be the best coach in college football because he's got a keen sense of understanding that you become the best by hiring the best. Sometimes we fear hiring people that are better than we are because they might outshine us, replace us, threaten us or be better liked.\xa0 If your channel program is going to grow, you have to deve