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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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Published on July 22, 2019

The Secret to Success Is Failure

The Secret to Success Is Failure

You see a job that you’d love to do; and, you decide to go for it.

You submit your application, and then are pleased to find a few days later that you’re invited for an interview. This goes well, and you begin to have quiet optimism that a job offer will be coming your way soon…

It doesn’t.

Instead, you receive a letter saying thank you — but, they’ve decided to go with another candidate.

At this point, you could allow yourself to feel defeated, sad, and perhaps even a little angry. These are normal responses to bad news. Yet, it’s not wise to let them fester and disrupt your goals. Successful people don’t let failures kill their dreams.

Sure, they might temporarily feel deflated. But, very quickly, they pick themselves back up again and begin planning their next steps towards success.

How about you? Do you currently feel embarrassed or guilty about failing?

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Don’t worry if you do, as most of us have been programmed since childhood to see failure as a bad thing. Yet, as I’m going to show you in the next few minutes, this programming is dead wrong — failure is actually an essential part of success.

Don’t Be Tempted by Perfection

The first thing I want you to think about is this:

Resisting failure is, at its core, seeking perfection. And, perfection doesn’t exist.

That’s why perfectionists are also likely to be chronic procrastinators.

As Psychology Today noted in their article Pitfalls of Perfectionism, people who constantly seek for perfection stop themselves from engaging in challenging experiences.[1] That’s because these perfectionists are less creative and innovative than the average person — plus they’re less likely to take risks. Add these factors together, and you have someone who is overly focused on their own performance and is always quick to defend themselves. Unfortunately, these traits prevent them from having the necessary focus when it comes to learning new tasks.

Let me be clear: Striving for perfection is not the same as striving for excellence.

The former is a fool’s quest for the unattainable; while the latter is really just about doing our very best (which we can all obtain).

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And, there’s another problem that perfectionists have to deal with. Namely, when they fail to reach their ideal, they feel dejected and defeated. And — as you can imagine — repeat this often enough, and these people can end up feeling bitter and depressed about their lives.

So, forget about seeking perfection, and instead, focus on always doing your very best.

Why Failure Is Good

I recently came across a Forbes article Failing Your Way To Success: Why Failure Is A Crucial Ingredient For Success[2] that helped explain why most people are opposed to failure.

The article referenced the work of two world-renowned psychologists (Daniel Kahneman and Amos Tversky), who were awarded a Nobel Prize for their work. They discovered something very interesting: the effect of a loss is twice as great as the gain from a win.

Have you ever thought about that before?

What it means is that failure has a far greater negative impact on us than the positive impact of an equivalent win. It’s no wonder then that most people are afraid to fail.

And, here’s where it gets interesting…

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Amazon (which along with Apple, Facebook and Google, is considered one of the Big Four technology companies) has a culture that is tolerant of failure. And Jeff Bezos — Amazon’s founder and CEO — believes that this culture is one of the main reasons for the company’s big achievements over the last 25 years. In a letter to shareholders, he said:

“Failure comes part and parcel with invention. It’s not optional. We understand that and believe in failing early and iterating until we get it right.” 

The truth is, failure can open up a world of exciting opportunities for you.

How does it do this?

By constantly showing you new avenues to travel on. And, by helping you learn from your mistakes — so you can be better next time around. It also helps you identify what’s not working for your life, and what is.

So instead of seeing something as detrimental to success, you should see it as a tool FOR success. A tool that will help you to continually refine your journey in life.

If you still need some convincing that the secret to success is failure, then take a look at the following excerpts from our article 10 Famous Failures to Success Stories That Will Inspire You to Carry On:

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• J.K. Rowling encountered a catalog of failures shortly after graduating from college, including: being jobless, the breakdown of her marriage, and living as a lone parent. However, instead of giving up on life, she used these failures to propel her to write the Harry Potter fantasy series — the best-selling book series in history.

• Walt Disney didn’t have an easy start either. He dropped out of school at a young age in a failed attempt to join the army. Later, one of his early business ventures, Laugh-o-Gram Studios, went bankrupt. He was also fired from a Missouri newspaper for “not being creative enough.” (Yes, you read that correctly.) Was he defeated by these failures? Just ask Mickey Mouse.

• Michael Jordan had this to say about the power of failure: “I’ve missed more than 9,000 shots in my career. I’ve lost almost 300 games. 26 times, I’ve been trusted to take the game-winning shot and missed. I’ve failed over and over and over again in my life. And that is why I succeed.”

Embrace Failure, and Prepare for Success

I hope this has been an eye-opener for you.

Failure has long been branded a leper; but in reality, it’s a healthy, essential component of success.

The trick of course is to develop the mindset of a winner. Someone who sees failures as stepping stones to success — and defeats as important learning experiences.

So, are you ready to embrace your failures and take the proud road to success?

I sincerely hope so.

Featured photo credit: Bruce Mars via unsplash.com

Reference

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