Only 10-20% of Sales Managers are smashing their sales targets.
Where is Your Team at in Terms of Results?
Here are three tips to raise your team’s performance, maximise the impact of your coaching and take your results to the next level.
- Commitment to Completion.
To reach a level of excellence in any endeavour, it’s your commitment to the completion of the task that defines success. So, look around you, do you have work projects that you started that remain incomplete? At home are there jobs left undone? The reason the quality of ‘completion’ is important is because it’s the root cause of many training initiatives failing to have any impact at all.
If you want to significantly improve performance, you need to implement and support the individuals in your team as they pass through the ‘Ambiguous Zone’. This is the cloudy Grey area we all go through as we attempt to step out of our comfort zone and try to apply new skills.
Your guidance and coaching during this period is vital, until your team see clearly how their new actions are producing great results. Then you need to be committed to follow through and hold everyone accountable to the new performance standard.
- Get Perspective.
As you work to implement changes don’t expect it to happen overnight. Managers often feel like parrots, repeating the same message over and over. But improvements are often being made incrementally, as each person digests the information and applies it to their personal situation. Resist the urge to get frustrated, rather get a better perspective. If you and your team have been working diligently to improve a specific performance area, look back over the last six to twelve months. It’s easy to forget the progress you have made and minimise your success to date. Celebrate the small incremental improvements as they add up to substantial gains. Use these wins as motivational fuel to drive you and your team to the next level.
- Reflect then Act.
As we set improvement objectives for 2020, don’t forget to take stock of where you are now, where you have come from and where you want to go. Too often a lack of reflection causes us to keep rushing forward in one direction without taking the time to step back and see if we are heading in the right direction! So, ensure you align your overall sales strategy with the objectives and activities you choose to focus on.
Remember self-reflection is only useful when followed by thoughtful action.
I encourage you to discuss these points with your team and set your course for your best year ever in 2020.