One Word That Will Make Or Break Your Success
Do you recall playing truth or dare? As managers, we play this game with our sales team quite often! In our weekly coaching sessions reviewing our salesperson’s performance we ask them the truth about their business. We ask questions like, “What else can you do to improve your revenue goals? Are you happy with your activity level of getting in front of new prospects?” We then dare them by saying, “I challenge you to call on clients with larger budgets instead of chasing small accounts who don’t have the ability to spend the necessary dollars for a successful campaign.”
I challenge you to lead your team to become more daring. Let’s review the word DARE, and how you can implement this strategy with your team.
D is for Decide. This is where you must decide what you want to achieve. This is different than hoping you can make your sales goals. It starts with your mindset. Every day you must make decisions on what needs to be accomplished. Determine what is holding you back! Perhaps you need to let go of accounts that steal time from you with little return. You may need to meet with more new clients to grow your revenue, or you may find that there is more opportunity with current clients. You must be clear in what you expect.
A is for Action. An action is the foundational key to all success. Once you determine your goal you must apply an action to achieve your goal. This is the energy you put into your plan. What activities are needed each day? How many new client meetings do you need to convert a new customer? Are you meeting with current clients to see if you have other products to offer them solutions to their challenges? Are you wasting valuable time during the day checking personal emails or taking long lunches with friends instead of focusing on what needs to get done today to grow your business? If so, I challenge you to invite clients to lunch to learn more about how you can support their business needs or create an on-air campaign to take to new clients to help position them as the expert in their category. Identify one thing you can put into action to move your business forward each day.
R is for recommitting. It is very easy to lose sight of your original goal. You will encounter distractions and setbacks each day, so it is imperative that you focus on what needs to be done and recommit every single day until you reach your outcomes.
E is for every day. Deciding, acting and recommitting every day is the difference between exceeding your goals and falling short. Your success is linked to the choices you make every day. You determine whether it is going to be a productive day or a reactive day. You determine the list of prospects you are going to target to do business with or whether you will allow a competitor to call on them first. Our days are filled with opportunities to grow our business.
So, I dare you, I mean… double dare you, to become more daring. You need to be more fearless, not fearful. Make the decision today that you are worth it and approach every day as if were your last!