Too often we reward only outcomes and miss out on the opportunity right under our noses to help our salespeople become excellent by improving their processes. Paying too much attention to end results makes it harder for a sales manager to improve those results.
Recently, I delivered a webinar for sales managers. Nearly half (46%) of the 150+ participants said that they struggle with focusing too much on results.
Sounds odd, doesn’t it, for sales managers to think they are over-focused on results?
One person who knew a lot about achieving results was famed college basketball coach John Wooden.
Coach Wooden and his historic UCLA dynasty won 10 NCAA championships in 12 years, including 88 straight games!
Wooden once said, “Competitiveness must be focused exclusively on the process of what you are doing rather than the result of that effort.”
When coaching, Wooden was focused on the total effort of his players. He constantly urged them to strive for the self-satisfaction that always comes from knowing that you did the best you could do to become the best you are capable of.
Improve Results by Improving Processes
Winning is the result of excellence, not the other way around.
Too often we reward only outcomes and miss out on the opportunity right under our noses to help our salespeople become excellent by improving their processes.