Fadi woke up groggy. It had been a long day yesterday and a short night. All of his energy and focus was going into his new product, Xenon. It was set to launch in a week. Years of dreaming, months of effort and he and his team were finally close. One week.

He flipped open his laptop and typed his access password.

By habit, automatically, he checked his stats. He immediately wished that he hadn’t.

Yesterday’s sales numbers were down. Argh!

“I’m building the future and my foundation is falling to pieces,” Fadi thought.

Instead of moving forward on Xenon he would have to dig into his stats and see what was causing the drop. The optimism that had fueled his late night disappeared. He felt a knot in his stomach.

“How long is this gonna take?” Fadi asked himself. “Will I find anything this time? If I do, will it be something I can do anything about? Is it something that I can actually fix?”

The new project Xenon was all about hope, a bright future. Figuring out why his sales were down – again – was motivated by fear.

Questions flooded his mind.

  • “Is it just me or did the whole industry have lower sales yesterday?”
  • “Will I miss my monthly revenue target?”
  • “How am I going to explain that?”
  • “Will I have to cut costs?”
  • “What about my projects like Xenon? It takes money to make money.”
  • “WTF?!?”

He put the laptop aside. Coffee was calling. He would use the caffeine to power his search for the causes of the sales drop and to come up with solutions.

Xenon would have to wait.

Questions for Discussion:

  • How do you feel when you see a sales drop?
  • What processes do you run to identify the causes of the drop?
  • How do you identify the solutions to put in place?