According to recent research, almost two-thirds of Americans make New Year’s resolutions, yet only 8% will be successful in meeting them. With the start of a new year, as sales leaders we have the opportunity to set our own resolutions. The real challenge lies in keeping them. Here are three proven paths to behavioral change which should yield powerful results. Ready?
- Increase Communication. As the leader of a team, it is your responsibility to communicate not only your own message, but that of the organization. Team members should understand your values, what is going well (and not so well), and know the team’s performance against goals. They should also be aware of improvements and changes that need to be made. Every team member must be on the same page, so ensuring transparency is a priority. Do not be afraid to over-communicate, as often lack of communication is the source of many problems in both our business and personal lives.
- Join Forces with Other Team Leaders. All too often, we work in our own little world and do not take advantage of learning from or sharing best practices with our peers. Try reaching out to your fellow leaders and seek advice from them on an issue that you are wrestling with. You might be pleasantly surprised with what you learn! Once your colleagues know that you value all points of view, it helps everyone to think outside of the box. As a result, it will broaden the number of potential solutions to your problem. Offer to assist other leaders with brainstorming to find solutions to issues that are causing them roadblocks. After all, “A problem shared is a problem halved.”
- Coach—More. It is proven that coaching is one of the best activities that a manager can perform to improve team performance. Allocate more time to coaching. Not just on sales opportunities and those key deals you must win in order to make this quarter’s target. Coach the talent itself within the team. Examine the performance reviews and development plans for the team. Revisit the content with each team member to ensure accuracy and relevance. Instead of conducting another monthly forecast meeting, use that time to improve the performance of a team member. You could devote your bandwidth to coaching an important opportunity, and increase the probability of winning.
Give thought to what changes you wish to see in 2017 and create resolutions to support them. You could adopt any or all of the above. You have the power to make sure you are one of the 8% who does achieve success with their New Year’s resolutions. Good luck!
Write down your resolutions and at the end of each week review them for progress made for the first 6 weeks. If progress is good, continue to review at the end of each month, until at least September. If you find yourself reverting to your old ways, continue with the weekly review – and get back on track!