The why, how, what and who of sales checklists

When Harvard Medical School Professor (and BBC Reith Lecturer) Atul Gawande published his “Checklist Manifesto” nearly 10 years ago, it soon became apparent that the application of simple checklists – which have transformed patient outcomes in healthcare systems around the world n recent years – had implications far beyond the world of medicine or aviation.
There are many parallels between the worlds of medicine and sales, not least of which the idea that both surgeons and salespeople often tend to have a very high regard for their personal capabilities and a natural distaste for working within what they see as over-rigid systems that prevent them from practising their craft.
Checklists have been recognised as essential contributors to aviation safety for decades. But it turns out that the disciplined application of checklists in sales and medicine also have profound benefits for everyone concerned – for both the practitioners and the patients