Whether you only have one employee or 50 employees, execution will always be difficult. By execution I mean of course the way that you are completing tasks that will grow your business, and deliver positive results either to your leadership in the company or to yourself.
As I mentioned in my last blog post, the Wish Group went away for our bi-annual team building trip a couple of weeks ago. During these trips we like to have an overall theme for the event that will put a focus on the learning we’ll accomplish, with this year’s theme being execution.
The main goal for these trips is of course team building, but taking the time to discuss challenges and triumphs with your team is also an excellent way of doing that. When it comes to executing, we focused on four different areas that were loosely based on the four disciplines of execution, with a spotlight on sales of course:
Make Important Goals – The only way to achieve great success is to make goals that you can focus on. It may sound simple, but without a goal to focus on you simply won’t have the same drive that other sales people or companies have. One of the tasks we asked everyone at our Summer Reunion to complete is to write down their Wildly Important Goals for the year. This first step is really what sets the tone for how you’ll achieve success, since it’s important to actually define what success means to you!
Define Your Lead Measures – Even if you have a goal, what’s the point if you don’t have a practical way of reaching it? I put an emphasis on practical because it’s common to rush towards a goal instead of tackling it strategically. The best way I can explain this is with a common weight loss analogy. Your important goal may be to lose 50 pounds, but you can’t just make this goal and hope for the best. You’ll be keeping track of how much exercise you’re doing daily and even how many calories you’re taking in. The same thing applies to your sales team. Sure, they want to close a certain amount of deals, but victory lies in preparation. They’ll need to keep track of who they’re contacting, what prospects make the most sense to reach out to and what hasn’t been working for them in the past, just as a few examples.
Track Your Progress – It’s hard to admit, but there are only winners and losers when it comes to sales and business. People don’t pay to see two sports teams kick a ball around and not keep track of who wins. We pay to see one team win, which means another team has to lose. Keeping a scorecard of all of your successes will keep you focused on your goals in two ways. On one hand, having a visual record of the times when you didn’t quite reach your goals will motivate you to keep trying harder to turn those failures into triumphs. On the other hand, with the notes you keep from your lead measures combined with your scorecard, it’ll be extremely rewarding to have a solid trail of your success and how hard you’ve worked to get there.
Accountability to Yourself and Your Team – Your plans, your efforts and triumphs don’t mean anything if you don’t hold yourself accountable by actually following through with your action plan. It’s important to understand that this means keeping track of your failures too, because you’ll never be able to improve if you don’t look at both sides of your endeavors.
As you can clearly see, executing is by no means an easy task, and overnight results shouldn’t be expected. Like with most things in life, if you want to achieve greatness, you’ll need to take it one step at a time. And like most things as well, the first step is always the most difficult – but after that I guarantee that you’ll be able to do it!