Crisis Management: strategies from “How to Survive a Crisis” by David Omand

1. What’s the book about?

“How to Survive a Crisis” by David Omand is a comprehensive guide on crisis management, drawing from the author’s extensive experience in defence, security, and intelligence. Omand, a former senior civil servant and the UK’s first Security and Intelligence Coordinator, provides a detailed manual for navigating crises in both business and government. The book emphasizes the importance of diligent planning, long-term forecasting, and preparation to mitigate risks and handle unexpected disruptions effectively.

2. How to translate this to sales excellence?

In the context of sales excellence, the principles outlined in “How to Survive a Crisis” can be invaluable. Sales leaders must be prepared to manage unexpected disruptions, whether they stem from market fluctuations, economic downturns, or internal challenges. By developing robust crisis management plans, sales organizations can maintain business continuity and protect their reputation. This involves proactive planning, clear communication, and the ability to adapt quickly to changing circumstances. Sales teams should be trained to anticipate potential crises and respond effectively to minimize their impact.

3. What’s the implication?

The implication of applying crisis management strategies in sales is significant. It ensures that sales organizations are resilient and capable of navigating challenges without compromising performance. By being prepared for crises, sales teams can maintain their focus on customer needs and continue to deliver value even in difficult times. This approach also builds trust with customers, as they see the organization as reliable and capable of handling adversity. Ultimately, effective crisis management can lead to sustained growth and long-term success for sales organizations.

4. Pros and cons

Pros:

• Enhanced resilience: Crisis management strategies enhance the resilience of sales organizations, enabling them to navigate challenges effectively.
• Proactive planning: Encourages proactive planning and preparation, reducing the impact of unexpected disruptions.
• Trust building: Builds trust with customers and stakeholders by demonstrating the organization’s ability to handle crises.

Cons:

• Resource intensive: Developing and maintaining crisis management plans can be resource-intensive and may require significant investment in training and development.
• Cultural shift: Implementing crisis management strategies requires a cultural shift, which may face resistance from those accustomed to reactive approaches.
• Complex coordination: Managing crises effectively requires clear communication and coordination, which can be challenging in large and complex organizations.

5. Conclusion and summary

In conclusion, “How to Survive a Crisis” by David Omand offers valuable insights into how sales organizations can achieve excellence through effective crisis management. By adopting proactive planning, clear communication, and the ability to adapt quickly, sales leaders can enhance the resilience of their teams and maintain business continuity in the face of challenges.