Consistency is key to achieving your goals, and that begins with you setting an example for your team. Sometimes corrective action is still necessary, so this Growth, Leadership, and Management tip is all about how to get your team on track, and how I use my red pen for positive reinforcement.
Consistent performance really isn’t hard to achieve if you maintain a standard for performance over time. Taking a measurement once a month or once a quarter isn’t enough, though. To keep your people motivated they need clear weekly goals, and they need to know you are tracking their performance around those goals. This is where the red pen comes in.
Now, when most of us think of a red pen we have a negative response based on fear of punishment. This is not the way you want to motivate your team. You want them to feel confident and to gain expertise. That comes about when you give them a goal each week and pace them so they can achieve it.
Keep it simple: the only number you need to focus on is listings, because if they list they will sell. Set a number of listings for each sales person to achieve each month, and then break that down into a weekly goal. I set a target of 8 listings per month for each sales team member. That’s 2 listings per week, so I make a numbered list from 1 to 8, and I underline a day every 7 days with a red pen. That is the day they should have reached 2 listings for that week.
If an individual is behind on their listings by the 14th day it’s time for a performance chat. Your approach to this is critical: fear of reprisal is not a good motivator. Instead, talk with them about why they feel they are not meeting their goal, and ask how you can help them to get back on track and catch up. Then continue by marking the 21st and 28th days of the month in red, and if they need help again, you provide it.
These specific go-forward conversations will build good relationships with your sales people and establish a pace for them to maintain consistency over time. This simple system of tracking listings will allow you to build a great business.
I hope you’ve enjoyed this month’s Growth, Leadership and Management Tip, and I look forward to seeing you here again next month.