There is something very refreshing about those who take action. People make investments daily in lots of “things” designed to make themselves and their companies better. Whether it is a gym membership, a training course, a book, a new piece of technology or something else, we make purchases regularly designed to increase our output or improve us in some way. And yet, it becomes more and more evident to me that people often do not invest the primary ingredient needed to get the true benefit from their investment. That ingredient is Committed, Focused ACTION!
I just recently ran of my Sales Manager Boot Camps in Omaha, Nebraska. It was a terrific event with attendees from several different industries. Not unlike many of my training programs, each person in attendance had wonderful and very enthusiastic things to say about the Boot Camp, my delivery style, and the content. But one company in particular has since then (a mere two weeks ago) taken massive action on the introduced strategies and ideas and has also put into immediate use many the tools that were offered.
Wade Mayfield and his team Thermal Services in Omaha, NE have immediately put the Sales Coach International Seller Rating/Ranking Grid that was introduced at Boot Camp into to immediate use. They have (in two short weeks) had every leader on their team in every division of their organization (sales and non-sales) break down the important factors of Attitudes, Skills, and Activities necessary to perform and to thrive in his organization. Subsequent to this analysis, each leader has assessed and rated each player on his/her team in each of these dimensions, identifying strengths and opportunities for growth. These manager/leaders now have a road map to coach and improve their people’s performances daily through focused field training and coaching, one to one meetings, Individual Development Plans (IDPs), and other coaching initiatives….and they are being held accountable to doing just that.
In addition to the above, one division of the company through one manager (Phillip) is in the midst of developing a series of key Pay Attention! points” and key questions (specifically introduced in the Boot Camp) for what would typically be considered a non-selling position (plumbers) to identify additional opportunities in every call. Also, one manager in particular has taken to heart many of the strategies that were introduced at Boot Camp regarding the creation of more powerfully focused Sales Meetings. He (Lucas) has, since Boot Camp, invited a vendor to be a guest speaker at one of his sales meetings and, in advance of the meeting, actually inspected what he expected with that vendor. He made the vendor lay out a specific plan of action and agenda to his meeting (vs. the “shoot the BS” meetings of the past) and rolled in the vendor’s information with his specific application and execution training. How do I know this? I received a detailed Thank You card from that manager yesterday outlining his successes. Action, action, action!
There are many more examples of massive action from Wade and his team of rock stars that I can cite from just the past two weeks. The tip of the spear (acting as the catalyst) for this action has been Wade himself. Wade attended the Boot Camp along with all of his managers while in the middle of a major physical move of his office. In fact, after seeing me speak at a Vistage meeting, Wade was the catalyst that was instrumental in getting the actual event put together in the first place, securing the training venue and sparking a group of CEOs to take part by enrolling their leader/managers.
I just spent an hour on the phone with Wade and his partner, Barry going over each of the action steps that they have taken in the past two weeks and identifying the plans for each of his leaders based upon the Boot Camp. His entire organization now has a clearer vision and set of marching orders based upon the action of the leaders—not the training alone. Wade and his team invested thousands of dollars and two days of their lives to be exposed to new leadership initiatives at my Boot Camp. Since then, they are ensuring a climb to $20 million in sales this year through committed, focused action on what it is that they learned. I would place my bets on Thermal Services growth this year and beyond.
So, what is it that you are missing in your expectations of results thus far this year? Where have you made an investment that is not paying off yet? Where can you apply some committed and focused ACTION in your life to spark your results?
- That gym membership will not help your fitness and weight loss without you investing your efforts and action.
- That training course you and your team attended means nothing without your investment in the changes and action identified.
- The books and Cd’s on your desk will do nothing for you without you actually reading/listening to them and taking action on the ideas they offer.
- Wanting, intending, thinking, wishing, and hoping are truly not ACTION WORDS and rarely, if ever, produce any change or positive results.
So….pick one area of your life (business or personal) and be “just dumb enough to believe” that taking ACTION will produce what you desire. Dive in! Get busy! Don’t over-think anything. Commit to spending at least 90 days on the change and the growth you desire and watch the results start to pile up. Be awesome, be courageous, and win on purpose!