Do you know where your business is heading? Do you have a plan to get there? Does your plan maximize your effectiveness in achieving your goal? Do you adjust your plan based on signals you see on the way?
Everyone is time constrained–our customers, our team members, our managers. We don’t have enough time to accomplish everything we want or need to accomplish. The highest performers manage this by having clear plans in place, executing those plans relentlessly, by paying attention to the signals they encounter and adjusting their plans appropriately,
High performers develop a specific plan, they map out specifically how they will achieve their goals. Their plan focuses on effectiveness, efficiency, and impact. They are purposeful in what they want to achieve, so they have strong plans in place. If it’s a sales call, they are focused on accomplishing as much as possible–compressing their sales cycle. If it’s a deal strategy, they focus on aligning with the customer buying process, creating the greatest value in the process, outperforming the competition. If it’s a manager hiring a new sales person, they have a profile of the ideal candidate, they look for those that best match that profile.
With a plan that is purposeful, high performers can adapt to “road conditions.” They recognize when things may be going off target — without a plan it’s impossible. They are sensitive to the “signs” along the way–they can see obstacles, adjust their strategies to avoid or overcome them, they can see opportunities and take advantage of them.