The Power of Naming Plays (and People) Right

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The Power of Naming Plays (and People) Right: Win by
Choosing the Right Words

By Desiree Grace

Once upon a time, a newly minted VP of Sales had the brilliant idea of evaluating rep agents consistently, fairly, and data-driven. Sounds reasonable, right? Yes, and also no.

The concept was solid. The execution? Not so much.

Armed with an impressive academic background, our well-intentioned VP dubbed the evaluation tool a Report Card. Cue the cringing.

Thankfully, her team didn’t hold back.

“Report Card makes it sound like we’re treating our reps like children.”
“It feels condescending and not at all collaborative.”
“C’mon, boss, these are grown men we’re working with. How about calling it a Scorecard instead?”

And just like that, collaboration saved the day. The tool was rebranded as a Scorecard, a much more team-oriented, grown-up term. Even better, the process became mutual. The rep agents were measured against clear metrics, and in turn, they evaluated the manufacturer on their support and responsiveness. It was a two-way street.

The best part? This healthy debate happened before anything was communicated to the reps. The revised Scorecard wasn’t just rolled out; it was introduced as a beta program, complete with opportunities for feedback and refinement. The messaging was clear: we’re trying something new, and we’re open to improvement.

Key Takeaways

  1. Vet your ideas internally. Honest, early feedback is your best insurance policy.
  2. Names matter. What you call something can shape how it’s received—and whether it’s embraced or ignored.
  3. Be agile. Be willing to try, fail, tweak, and try again.
  4. Don’t create friction unnecessarily. A poor rollout can damage relationships and waste time and goodwill.

As any good coach knows, the best strategies don’t always survive the first quarter without a little adaptation. What sounds great in the locker room might need a pivot on the field. But one thing’s for sure: if you want to rally your team, you’ve got to call the right play and call it the right thing.

Ready to call the right play? Let River Heights Consulting help you design the game plan and name it right, to keep your team aligned and in the end zone.

Game on.

 

About the Author:


Desiree Grace is a seasoned sales leader, speaker, and distribution channel strategist passionate about making change stick through strong communication and smart execution. She doesn’t just coach the play; she helps you name it right, run it well, and win. Connect with her on LinkedIn: https://www.linkedin.com/in/desireecgrace/






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