Accomplishment Coaching

Remember starting that new job?  Or moving into a new position after a promotion?  As exciting as it can be, it frequently comes with some challenges, especially for a new sales manager.

So, what are the greatest challenges a new sales director / manager faces?  And most importantly, what are some ways to move beyond those challenges?

1) Overcoming the context of “You need to fix the mess your predecessor left behind.”

Suggestion = Start a dialogue with your boss and direct reports to get their experience of your predecessor complete. No matter what happened with your predecessor, you’re walking into an existing context that may not support your success. Context is decisive, so if you don’t address this, you will have a heck of a time “proving yourself” because your boss and team will be constantly comparing you to your predecessor rather than the actual goals of the organization.

2) Align the existing sales team on your vision, commitment and goals for the organization.

Suggestion = A new sales director/manager (like any human) will automatically focus on their performance. That’s not your job. Your job is to publicize your vision, commitment and goals for the organization by fostering partnerships, defining clear expectations, and implementing a uniform project design or results plan that everyone is accountable to – including you.

3) Ensuring an effective and fair system for having the right team in place.

Suggestion = Fostering authentic and responsible relationships with your team AND defining crystal clear expectations is paramount. In doing so, you have the ability to inspire, acknowledge, discipline and terminate members of your team with the fewest negative consequences. Have a clear results measurement system, publicize it, coach your team to take appropriate action on the plan, offer feedback immediately, and don’t be afraid to make changes to the team at any time.

As a new leader, you have a terrific opportunity to make a difference.  By focusing on serving your new team, you will accelerate relationships and results immediately.

Yesterday, I had a conversation with Alex, a business owner who expressed his frustration with the current state of affairs.  He’s coming off a roller-coaster year in revenues and worried that 2010 will be the same or worse.  The exasperated question came about half-way through our conversation, “Why does this have to be so difficult?”

I had a conversation with Jeff, another business owner later in the day who’s had three consecutive years of increased growth.  His question to me was a bit different… “When will this actually become difficult?”

The similarities in business, service and geographic location are clear between these two owners. 

So what is it that creates the seemingly enormous difference between the two?  How come one is having the experience of dread while the other is having the time of his life?

I asked and here’s what I found:

Consistency vs. inconsistency – Each year, Jeff makes a commitment to employ only three marketing strategies for the year and to stick with them regardless of the results each provides monthly.  After 12 months, Jeff determines whether to stick with it or start a new strategy.  When asked, Alex shared that he’s tried more than seven marketing initiatives during the past six months.  If he felt it wasn’t working, he’d jump to the next idea.

Integrity vs. incongruity – Jeff makes a point to keep his intentions, speaking and actions aligned no matter what the effort.  He shows up on time, follows through on all commitments, and practices saying “no” more frequently than saying “yes.”  Alex is rarely on time, gets complaints from staff that he rarely follows through, and finds himself overwhelmed consistently.

Action vs. inertia – Jeff starts every day mapping out the five most important actions to take that day, then takes those actions.  Alex spends most of his day reacting to the concerns and emotions of the day.

Neither business owner is a rock star or a buffoon.  They are simply examples of the way we support or cripple ourselves.  Although our present circumstances frequently dictate our behavior and attitude, we really do have a daily choice to be a Jeff or an Alex. 

Which one are you right now?

Choose powerfully,

-Coach Preston

Goal #144 – “Ask my partner to give three hours of his/her time per week, to release me to do something I really enjoy.” ~ Thomas Leonard, www.thomasleonard.com

Can you imagine that? 

Most of us can’t.  Time is just too scarce.  Just too valuable.  Plus, we’re the only ones who can do what we do.

What a crazy trap we set for ourselves.  Much of it is based in ego; the rest based in the concept that suffering under current circumstances is still more comfortable than changing them.

So why not ask your partner, friend, spouse or colleague to give three hours of his/her time this week.  Sure it might seem a bit uncomfortable, but imagine what those three hours will be like if you’re doing something you really, really want to do.

If you’re really saavy, you might just consider spending those three hours developing even more awareness and breakthroughs around time – check out our Time Leadership Workshop on February 25^th.

Tick tock,

- Coach Preston