In any sales oriented environment, we are faced with the question of - "Are you going to meet your target this year?". This is the same question that will be repeated again and again in the week, months, quarters during the year. Your boss wants to know whether your team will achieve their targets. Other department in the organization will also wants to know whether your team can pull through and complete the target. Basically, everybody is interested! Yes, you guys are the front-liners, you must perform! You must achieve it so that the company can go for a nice company trip next year! You must achieve it so that we can look into getting a better salary increment next year! You must! You must! You must!
I have been telling my team that they are responsible for the livelihood of all the men and women that are working in our organization. If we don't perform, we will adversely affect their lives, and their loved ones. If we don't perform, our organization will face scrutiny by the higher management from head office regarding the poor result. And lastly, if we don't perform, our heads may roll - our services can be terminated! Yes, it is tough, it is a heavy responsibility but that is what you have signed up for..
And here lies the single most important aspect of differentiating the performer from the non-performer: their unwavering commitment. Their commitment to the cause. Their commitment to their sales target. Their commitment to the fact that no matter what happens, comes rain or shine, they will give their 100% to this objective. It must not matter if you have to stay back late at night to finish off that proposal even though your husband or wife may make some noise. It must not matter if you have to entertain your clients in the wee hours of the morning, just to make sure that you are given preference for the deal. And it must not matter if you have to wake-up your other colleagues, who were already sleeping, for his or her assistance to make sure that your tender submission the next day will be a smooth one.
If one were to show such full commitment to the cause, most likely than not, he or she is destined to succeed. Why? Because by setting their mindset that nothing should get in their way between them and their success, that failure is not an option, and that if there is a will - there is a way, they will continue to attack the cause in every which way until the desirable result is achieved.
Now if you are fortunate enough to come across such individuals of this breed, then half of your battle is won - the other half depends on you, the manager. You still have to coach them, motivate them, challenge them and listen to them - since being human, they cannot be positive all the times. You have to be the catalyst to make sure that their desire to achieve the objective is maintained at all times, that they are heading in the right direction, that success is just around the corner if they were to persevere. How to motivate your staff is a whole different subject matter. But for now, I am grateful that I managed to find a few of such individuals in my team.
(image above courtesy of Marcin Balcerzak via Dreamstime.com)
2 comments:
Back when i was studying in japan, i used to have this japanese language class that shows video of how the japanese company emerged from nothing and nowhere to global famous ones.the name of the program is "project x" if im not mistaken.toyota,honda,sony,casio are among the company that documented in that program.the show was supposed to inspire the japanese to move forward,work harder,challenge the world..etc..in short..do what it takes to achieve ur goal.
so when i read ur blog i suddenly remember one particular episode of that documentary.. Sony.
in 1950's and 60's..everything that come from japanese...or asian in general..are ... craps..it usually cheap...because it was crap...my japanese teacher described ..japanese product during that time..was pretty much caring the same image of current..made in china product..u will get it very2..cheap.but it will break very4 quick...ehhehehe....
so back to the story..so sony produced this very good quality of radio...at very2 low cost...but found very hard to penetrate the european market that time...mainly because the bad image that was stamped on their forehead 'cheap for crap'
so what the peoples in the sales department did was....they pay the high standard( luxury looking ) shops around city...to put the radio at their showroom...not selling..yes...they paid just to put the radio at the back of their glass...and then they paid a group of student of universities...to come to those shops and ask about the radio..of course..pretending that they are interested at the radio...at the end of the day..the shops around the city were selling that radio..because they were so convinced or should i say deceived by the response/feedback by the paid student/customer/actor ....and the public was convinced that the radio has a good quality..because all the high class shops were selling them...and of course..that was the breakthrough for sony..in europe...
however..in the end..i think it will come down to the product that u sell....if it have the right quality..right price....sooner or later it will sell itself...Sony succeed in penetrating market..not just because the right sales strategy.....but the quality too.
certainly business minded trend setter way of thinking..;)its hard to be constantly motivated with all the budget cutting company`s so called way to cope with bad economy and recession and all..life now is hard..nice to have atleast sumone in the upper management side to actually acknowledge the importance of constant motivation among their staff..
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