Are You Stuck?

Even the best teams plateau. The question is how quickly can you move past it? In this video, I share how high-performing teams stay agile, curious, and always improving.

Don't forget to check out last week's top tip: Suffering from a Transactional Mindset?!

For more strategies like this, check out my sales tip video library on YouTube...

If you prefer to read - here is the transcript:

If you think about high performing teams, whether it be a business team or a sports team or orchestra or an Olympic team, no team changes out every play or every season. And sales teams thrive when there's a base of talent that both is experienced and successful, and mid-range and new. Because no sales team thrives by also staying complacent and holding on to talent that isn't the right fit for the organization is not hitting target year over year over year as well. And no sales individual thrives by having a steadfast best practice that they use in every opportunity with every customer. They need to be striving for practices that get better over time. Just as your sales team needs to be retooling to get better over time.

So I would ask you this. When was the last time you made a change that was strategic to the opportunity, or to your territory, or to the overall business? Is your best practice, is your best team fit for purpose, for the next opportunity? The next goal? The next market? Don't be afraid of trying something new or trying someone new because the goal has changed.

Marshall Goldsmith has an expression that what got you here won't get you there. And we all know as salespeople that every opportunity is different. Every territory is different. Every product launch is different. And that every goal is different. And so no matter who you are inside the organization, individual or leader, you have to ask yourself this do I need to make changes in my plays or my players in order to meet the needs of the new objective? And when you do so, and you create a better practice for that opportunity, you are heads and shoulders on your way above being able to hit that goal.

So don't get stuck thinking that what got you here is going to get you there. That wrong thinking will keep you stuck in today's best practices, and won't allow you to see the better practices that you need for tomorrow.