A Sense of Urgency
Rick Garlick, Strategy Consultant, United States
Urgency is the inertia behind everything we do.
Urgency. It comes from the Latin word urgentia which roughly translates to “pressure.” It is an extension of the word “urgent” which is to say earnest and persistent; requiring or compelling speedy action or attention.
Nothing happens without urgency. Nothing. And yet, for such an important work and life concept, there is little written specifically about it. There are just a handful of books that approach the subject, and it will get honorable mention in several more. But all together, there is little on the subject, and even a smaller amount on how to create it.
Urgency is one of those indescribable elements that rule all that we do each day, yet it sneaks in on us without ever announcing itself. It is sort of like the sun-rise and sunset; we now it happens, but we rarely stop to notice it, unless it causes a crisis situation at which point we notice and react quickly.
I am throwing around the thought that I may be able to put together a good paper (possibly a book) that looks specifically at urgency, what it is and what it isn't, and how to create a sense of urgency when it is needed. There are good resources when it comes to creating a sense of urgency within a company, but I would like to look at it from an outsiders point of view. In other words, how does one create a sense of urgency in a sales situation? Having been in sales, sales training and sales management my whole life, it has occured to me on more than one occasion that the customer often lacks that sense of urgency to make decisions in a timely manner and it continues to drive sales people crazy. I am hoping to put together a few tips on how to create a sense of urgency, understanding that time and money are the drivers of their decisions (when you really drill down). I would like it to be a step by step approach as opposed to a vague, 30,000 ft level view of what needs to be done. Any suggests, tips, or direction would be appreciated.