Accelerate! With Andy Paul

1067: Align the Round Canoe to Move Forward, with Erik Host-Steen

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Synopsis

Erik Host-Steen is the Founder and CEO of SMP Alignment which stands for Sales, Marketing, and Products. He discusses the Round Canoe Phenomenon where misalignment between SMP causes the boat to go around in circles. One way he addresses this is with an Outcome Hierarchy that is grounded on a purpose, a strategic mission vision, a tactical approach, and metrics. He discusses how structure can give rise to incentives that make people act opposite to the purpose at the top of the hierarchy. Ultimately, misalignment causes missed targets, higher churn, and lower retention of key employees. HIGHLIGHTS The round canoe: Misalignment makes you go in circles Outcome hierarchy and getting clarity on the definition of terms Fix the structure of incentives to hit quota targets  QUOTES Erik: "If we take a sales leader, a marketing leader, and a product leader, put them in this round canoe, and then the CEO hands out paddles and says okay, team. Let's start rowing. We get a circumstance where the boat doesn't really