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How to Use Microresolutions to Improve Sales Performance

How to Use Microresolutions to Improve Sales Performance

When managers roll out major changes it can be a shock to everyone who has to comply with new rules. When handled incorrectly, disruptions can cause resentment and resistance that counteract productivity, and most companies can’t afford to waste that kind of time.

While certain things can’t be helped (e.g. new company software, new compliance laws, etc.), there are reasons you might want to take a different approach if it’s necessary to change employee behavior.

Sales employees can benefit from small, well-defined resolutions as a means of strengthening performance and company revenue rather than blanket procedural changes.

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What is a microresolution?

A microresolution is an achievable behavior change that employees can use to improve their day. It needs to be a clear goal, so generic calls for improvement will not do.

For example, let’s say an employee is having trouble making a strong first impression on their prospects. Considering that sales today is largely driven by the ability to teach the client about their own business, it might be a worthwhile resolution for the employee to start working on how to impart their best suggestions and tools as quickly and naturally as possible right at the start of a conversation. Or since people have more energy and resolve in the morning, it may make sense to have your reps tackle their hardest tasks before 11 a.m.

Inspiring employees

The amazing thing about these microresolutions is that they can and do apply to everyone. No one is above making better decisions in their day, and this is an excellent way to inspire employees to feel a resolved sense of purpose when they confront their daily tasks.

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Whether a person needs help in documenting their activities or they need assistance with executing a specific sales tactic, encouraging everyone to make one small resolution can be the start of some drastic changes in the office. So let’s say that a person takes care of their most hated task at 10 a.m. in the morning, they may feel so accomplished that they start doing more in the afternoon as well which ultimately leads to better-serviced accounts. The point of this exercise is to focus an employee’s attention on something they can do rather than bemoan the fact that the company is failing to hit a certain level of achievement.

Camaraderie

Just because a microresolution is easily definable, doesn’t mean that it will be easy to adjust to. It will take some experimentation to fully adapt the change into a day, but this experimentation is excellent for generating discussion and a sense of camaraderie.

With everyone working together to fix one of their shortcomings, it can help employees feel connected to one another for better teamwork and understanding. The key here will be to have everyone on board with completing this task and depending on the type of office environment, it may make sense to track that progress in a public way. This way, people can draw strength and advice from each other rather than feel like they are the only one who is struggling.

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Changes and adjustments

Let employees know that resolutions can grow into more ambitious goals, but only after the original resolution has been thoroughly mastered. This is why it’s so important for salespeople to set realistic goals. It’s also why reps should only work on one resolution at a time.

Someone who wants to get their numbers up by 70% may be setting themselves up for failure, while a field salesman who aims for a 10% revenue increase can always adjust their target after they’ve met their goal consistently over consecutive months. While change can sometimes be slow, the sense of pride and achievement an employee feels after hitting a personal goal is meant to be a jumping-off point for continued growth within the company. If you’re a sales manager, then you may want to suggest individual goals that you feel will be best to improve your reps’ performance.

The impact on sales

The more involved an employee is in their overall progress, the better their relationships and confidence will be with clients when making sales. By allowing a salesperson to see marked success in their days in one aspect, the comfort level they feel in their job should also rise.

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Every sales team is different, but there is no one who is immune to the pleasures of doing their job more effectively. If possible, implementing this type of program in a company should apply to everyone: senior executives, managers, and everyone in between. While it may take some time, using microresolutions on a consistent basis should lead to a lasting, positive impact on sales performance.

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Last Updated on September 18, 2019

15 Best Organizing Tips For Office Organization and Getting More Done

15 Best Organizing Tips For Office Organization and Getting More Done

You may think that you don’t have time for office organization, but if you really knew how much time that disorganization cost you, you’d reconsider.

Rearranging and moving piles occasionally doesn’t count. Neither does clearing off your desk, if you swipe the mess into a bin, or a desk drawer.

A relatively neat and orderly office space clears the way for higher productivity and less wasted time.

Organizing your office doesn’t have to take days, it can be done a little at a time. In fact, maintaining an organized office is much more effective if you treat it like an on-going project, instead of a massive assault.

So, if you’re ready to get started, the following organizing tips will help you transform your office into an efficient workspace.

1. Purge Your Office

De-clutter, empty, shred, get rid of everything that you don’t need or want. Look around. What haven’t you used in a while?

Take one area at a time. If it doesn’t work, send it out for repair or toss it. If you haven’t used it in months and can’t think of when you’ll actually need it, out it goes. This goes for furniture, equipment, supplies, etc.

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Don’t forget about knick-knacks, plants (real or artificial), and decorations – if they’re covered with dust and make your office look shabby, they’re fair game.

2. Gather and Redistribute

Gather up every item that isn’t where it belongs and put it where it does.

3. Establish Work “Zones”

Decide what type of activity happens in each area of your office. You’ll probably have a main workspace (most likely your desk,) a reference area (filing cabinet, shelves, binders,) and a supply area (closet, shelves or drawers.)

Place the appropriate equipment and supplies are located in the proper area as much as possible.

4. Close Proximity

Position the equipment and supplies that you use most within reach. Things that you rarely use can be stored or put away.

5. Get a Good Labeler

Choose a label maker that’s simple to use. Take the time to label shelves, bins, baskets drawers. Not only will it remind you where things go, but it will also help others who may have a need to find, use, or put away anything in your workspace.

6. Revise Your Filing System

As we move fully into the digital age, the need to store paper files has decreased.

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What can your store digitally? Are you duplicating files? You may be able to eliminate some of the files and folders you’ve used in the past. If you’re storing files on your computer, make sure you are doing regular back-ups.

Here’re some storage ideas for creating a smooth filing system:

  • Create a meeting folder – Put all “items to be discussed” in there along with items that need to be handed off, reports that need to be given, etc. It’ll help you be prepared for meetings and save you stress in the even that a meeting is moved up.
  • Create a WOR folder – So much of our messy papers are things that are on hold until someone else responds or acts. Corral them in a WOR (Waiting on Response) folder. Check it every few days for outstanding actions you may need to follow-up on.
  • Storage boxes – Use inexpensive storage boxes to keep archived files and get them out of your current file space.
  • Magazine boxes – Use magazine boxes or binders to store magazines and catalogs you really want to store. Please make sure you really need them for reference or research, otherwise recycle them, or give away.
  • Reading folder – Designate a file for print articles and documents you want to read that aren’t urgent.
  • Archive files – When a project is complete, put all of the materials together and file them away. Keep your “working folders” for projects in progress.
  • File weekly – Don’t let your filing pile up. Put your papers in a “To File” folder and file everything once a week.

Learn more tips on organizing your files here: How to Organize Your Files for Better Productivity

7. Clear off Your Desk

Remove everything, clean it thoroughly and put back only those items that are essential for daily use.

If you have difficulty declutter stuff, this Declutter Formula will help you throw away stuff without regretting later.

8. Organize your Desktop

Now that you’ve streamlined your desktop, it’s a good idea to organize it.

Use desktop organizers or containers to organize the items on your desk. Use trays for papers, containers for smaller items.

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Don’t forget your computer desktop! Make sure the files or images are all in organized folders. I’d recommend you clear your computer desktop everyday before you leave work.

9. Organize Your Drawers

Put items used together in the same drawer space, stamps with envelopes, sticky pads with notepads, etc.

Use drawer organizers for little items – paper clips, tacks, etc. Use a separate drawer for personal items.

10. Separate Inboxes

If you work regularly with other people, create a folder, tray, or inbox for each.

11. Clear Your Piles

Hopefully with your new organized office, you won’t create piles of paper anymore, but you still have to sort through the old ones.

Go through the pile (a little at a time if necessary) and put it in the appropriate place or dump it.

12. Sort Mails

Don’t just stick mail in a pile to be sorted or rifle through and take out the pieces you need right now. Sort it as soon as you get it – To act, To read, To file, To delegate or hand off. .

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13. Assign Discard Dates

You don’t need to keep every piece of paper indefinitely. Mark on files or documents when they can be tossed or shredded.

Some legal or financial documents must be kept for specified length of time. Make sure you know what those requirements are.

14. Filter Your Emails

Some emails are important to read, others are just not that important.

When you use the filter system to label different types of emails, you know their priority and which to reply first.

Take a look at these tips to achieve inbox zero: The Ultimate Way to get to Inbox Zero

15. Straighten Your Desk

At the end of the day, do a quick straighten, so you have a clean start the next day.

Bottom Line

Use one tip or try them all. The amount of effort you put into creating and maintaining an efficient work area will pay off in a big way.

Instead of spending time looking for things and shuffling piles, you’ll be able to spend your time…well…working and you’ll enjoy being clutter free!

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Featured photo credit: Alesia Kazantceva via unsplash.com

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