"Setting the Curve" for Increased Results (page 2 of
2)
A Simple Plan
You now have your two or maybe three individuals that are
ready to take themselves, their team and their coach to the
next level. We are going to guide this process by creating
a simple development plan. Here's how it works:
In collaboration with each of these individuals one-on-one,
identify what you both agree to be their greatest strength
and greatest opportunity for growth (weakness). Their
strengths are things that they do well and relatively
easily. These strengths bring results either directly or
indirectly, or both. Weaknesses are the things that prevent
an individual from achieving their goals. Weaknesses are
usually the things that we don't do well or don't like to
do. Maybe we don't like to do them because we don't do them
well. In any case, there is an opportunity for growth.
Once we have identified a strength and weakness for each of
these two or three individuals, we can now create a simple
development plan. This plan works by merely creating a way
in which each individual can leverage their strength for
more results and shore-up their weakness so that it won't
hold them back.
I would like to use an average (middle 60%) performer as an
example. I feel that quite often the key to setting the
curve lies within these folks-they can make you or break
you. The middle 60% is inconsistent because they have not
developed the habits of your top performers. They often
have some of the strengths that you look for in your top
20% people and have the potential to be successful. Yet
your middle 60% may also possess some weaknesses that could
eventually pull them, you, and your team down.
Our middle performer in this example is Pat. Pat's strength
has been identified as closing business. Unfortunately,
Pat's weakness is procrastinating in making prospecting
calls. As a result, there is a limited amount of business
for Pat to close. Let's see how we can create a plan to
increase results based on this knowledge.
Strength: Closing Business
Plan to leverage strength:
- Make a list of all the business you have closed over
the last three months.
- Identify the industry/profile in which you close the
most business.
- Interview these clients to find out why they are
buying.
- Develop a marketing/sales plan for this vertical
market because your closing ratio is higher here!
Weakness: Procrastination in Making Prospecting Calls
Plan to improve weakness:
- Pre-plan your prospecting time every week. Stick to
the plan!
- Make a minimum of 10 prospecting calls to your target
market daily.
- Make your prospecting calls first thing in the A.M.
when you are fresh.
- Understand that consistent prospecting is the key to
staying 150% of quota.
- Understand that you cannot truly leverage your
strength without prospecting.
Review this plan each month and hold the team member
accountable to implementing it. Remember to relate the
plan's importance in achieving their personal and
professional goals, such as purchasing a new house,
receiving a promotion or experiencing peace of mind. As
Principle #19 in my book Coaching Illustrated
states: Understand that people do things for their reasons,
not yours.
A Sharper Curve
Creating these simple development plans is the easiest way
to grow and develop your team on a continual basis. The
success of your first two or three individuals will spawn
curiosity and competition among the rest. The next group
ready to move forward will make themselves known either
directly or indirectly. Those that can't stand the heat
will get out of the kitchen and make room for new and
better talent.
Setting the curve, raising the bar and increasing results
are much easier when you have a plan. |
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