With shifting economies and teams that need more motivation than ever, I was recently asked for my best advice for managers and leadership in today’s market. While there’s LOTS to say on that topic, I thought I’d narrow it to three “must-have” strategies for succeeding and competing. They are… Start with accountability. If there’s ever been a time to raise standards, it’s now. If there’s ever been a time when an owner should say, “In order to work on our team, in our family, we have basic requirements,” it’s now. I’m reminded of a manager who once said, “My people wouldn’t live up to my standards, so I lowered them.” That’s the opposite of what needs to be done. Get those standards up and stick to them. Start thinking like the marines. They only want “a few good men.” Funny, they NEVER have a recruiting problem.
Secondly, insist that your people do the basics. Any manager who does a quick analysis of his or her team by asking, “How many prospects have you been face-to-face or at least voice-to-voice with in the past two weeks?” will likely be shocked at the answer. Salespeople say they’re hungry, but are they doing what they need to do to move ahead? The solution is to get face-to-face or voice-to-voice with their customers. Prospecting can’t be an after-thought. It’s got to be a “must do” each week.
Lastly, work as a TEAM. “Teamwork makes the dream work,” as they say. It creates synergy, and if there was ever a time when we needed synergy, it’s now. I’m on a quest to show leaders how to convert their office of individuals into ONE TEAM. The result? Productivity (and profitability) through the roof. Less attrition. Happier salespeople. More momentum. Higher market share. If those sound like things you want for YOUR organization. Give me a call. I’ve got some ideas for you.
Leaders today need to think smarter, think bigger and put a better strategic plan in place. Do these things consistently and it won’t matter what the market does, what the economist say or what’s reported on the 6:00 news. You’ll have what it takes to create your own economy.
If you need me, call me. Helping leaders lead and succeed is one of my favorite things to do.