The issue of staying on track is a frequent area of concern for sales managers and other individuals in high-stakes situations where presentations are groomed carefully in advance, to theoretically say just the right things, at the right time, in the right way. We address this concern in two opposing ways:

First, it's important to take a very close look at what staying on track really means. If it implies cramming a rigid agenda down people's throats just because that message is what YOUR company or organization wants to say, the results may not be as favorable as expected. No matter how much we do our homework in advance to predict possible interests and needs, variations and surprises are inevitable. Human interaction almost always reveals new facts, opportunities, and dangers; interactive presentation sessions (especially sales presentations) can be used to mine that new and valuable data. Therefore, consider adding flexibility to the track, so that a speaker is not trapped inside a preset agenda.

On the other hand, sales managers are the first to point out (legitimately, no doubt) that individuals in sales situations tend to be highly energetic, spontaneous, and even scattered at times. They may benefit from structure while under pressure to perform. For this reason we recommend an approach called the Content Ladder, where overall messages are treated as a series of progressive mini-messages. In this sense, staying on track means moving from point to point, in a very logical way, with the flexibility to be spontaneous at any time. That is, a presenter proceeds through a carefully planned agenda, yet is able to add in, or subtract, components along the way as deemed appropriate.

We emphasize that just because relational presenters have the freedom to be completely spontaneous and dynamic with their performances DOES NOT in any way give them license to be disorganized. On the contrary, they must be extremely organized and especially aware at all times where they are in their message.

Think of staying on track this way: If you are driving to your home from a friend’s house, there may be multiple different routes available for accomplishing the task. Perhaps you discover one day that the normal route is blocked by construction and an alternate route is congested with traffic. You therefore make modifications accordingly as information becomes available, yet all the while remain constantly aware of your overall position and the goal of finding your house.