Alexander the Great awoke before the sun rose and watched the light hit what was going to be the battlefield that day. He was of course outnumbered and this first major battle against Darius would either become a defining moment or the end of his career - Guagamela!

Watching the Battle field at dawn uncovered every nuance of the terrain - he saw valleys and hills and understood his position better and that of his enemy. He realized that what looked like a simple approach was difficult and what looked difficult was not so bad. This understanding , this knowledge was to provide a distinct advantage on the day to come.

His opponent also arose early, not as early as Alexander , but Darius used his time to bathe and dress and then took a quick look at a sketch of the battlefield with his Generals - notice the difference?

Quite often we hear that it is too early to evaluate the sales force. We hear that the "timing isn't good right now". Sometimes there are changes or initiatives going on and that is why a CEO might say he wants to wait. The irony is that the very reasons that are often offered are the exact things we feel make the timing perfect: Here are some examples of the perfect time to start looking at a sales team.

• I am in the middle of strategic planning for 2010.
• I have a lot going on (therefore no time)
• I just fired my Vp of Sales.
• I just Hired a Vp of Sales.
• I want my new Vp to get a handle on things first.
• We are in a real downturn.
• We are booming.
• I want to get all my people aligned first.

Do you get the point. The evaluation process adds light to this terrain and helps you make the right decision not the wrong one. It is never too early, the earlier you start the more nuance you get to see (like Alexander) So in our world these "reasons" become just excuses that are used to disguise the real reasons for not doing something. Fear, Pride, Overwhelmed or incapable.

I would welcome comments from the other side as to why someone would put off an action that traditionally has demonstrated at least a 15:1 return on investment. Please enlighten me? Why and When does acting like Darius win over the behavior of Alexander?