You have just achieved the highest sales figures of the year. You are the top performer of your peer group. You have achieved double of your target. Your team has been judged as the best performing team. Your team has bagged the best client in the market leading to some exceptional sales. And at a personal level, you have achieved the money corpus you dream of. You have bought a house in the best locality of town. You are travelling the world for holiday in a way you have never done before. You are simply unstoppable. In a way you are at the peak of organisational career and financial freedom. You are a star in your organisation and in your personal life
However, when you look within and pose a few questions to yourself
- Do you really feel fulfilled having achieved so much?
- How is the world responding to you?
- Has your achieving a star made a difference in the lives of those directly associated
- How are you reading the situation now
I have been asking the question to a lot of sales managers “How are you and your team doing now that you have achieved your target?” “How are you feeling when now that you have bought a house”?. And the response is typical. “Doing great.” “I have achieved what I wanted to.” “I deserve a promotions”, “My team is gelling very well”, “We planned it great details”, “we have been working day and night” ,“we are now ready for next target”. And when I had a word about these achievements with the team members in private, they were not amused and had stories to tell and cost of achieving them. “He was ruthless”, “He only has a stick policy”, we are not enjoying his style”, “I am seriously thinking of a transfer or a applying in new organisations” “There is just no involvement”
So, the question arises now is that would you like to achieve what you have achieved in a similar manner or develop a alternative approach and comfortably achieve the same taking all in together. Like it is said while training for a marathon run “When you run alone, you can run fast, however if your run together, you can run far”. It becomes imperative to develop a systemic and an inclusive approach to achieving the goals of organisation and life in the long run.
Approach: Building outcome will require intense discussion on the various steps
1.State what do you want in positive terms
2.Evidence: How will you know you are succeeding or have succeeded
3.Specifics: Where, when and with whom
4.Resources: What resources do you have? (Materials, people, role models, personal qualities, Money)
5.Control: How can you start and maintain this outcome
6.Ecology: What are the consequences
7.Identity: Is it in keeping with who you are
8.How do the outcomes fit together
9.Action Plan: What to do next?
There a few particulars one needs to take into consideration
- Evidences: It is important to know that you are on track for outcomes. While the measurable parameters are fine, it is also important to what are you want to feel, hear and see when you achieve your outcome
- Specifics: There should be clarity as to where you want the outcome. For example increase in productivity. There should also be clarity as to when you want to achieve the outcome and in which context. This becomes imperative if you would like to create an impact
- Consequences: There are wider systemic questions that needs to be considered. What is the time and effort that it will need? Who will be affected and how will they feel? What will the cost of achieving what is sought out? What else could happen when one achieves the outcome?
- Impact at identity level: Even though you are involved in the project or task, you will need to constantly ask yourself “What does the working on this project accomplish for me”? If it is just to gain experience or you are doing you just have to, probably you may need to relook at the way you are doing.
We have heard this before. And it fits in aptly. You will recall the story of two builders. Both were asked what were they doing. The first one said “I am laying bricks”. The second one said “I am building a wonderful building”. Guess which builder was more motivated and worked better
When you reach the stars, it is far more fulfilling when the world responds the way you want it. You will feel on the top of the world. People will talk wonder about you. And you are seeing the world the way you dreamt it.
Wow… Care for a refreshing approach to reach the stars…
Activity: 1- As a sales manager of the organisation, what is the outcome you are seekings?
You are a sales manger of a lubricant company. You struggle to reach your target. There is immense pressure on the system. The team members are always complaining on the target. The distributors have stocks more than the desired level. The retailers are complaining that they are not being serviced and support is wanting. You are the sales manager and you have a team of 4 sales officers reporting to you. What is the outcome you are seeking from your team.
Activity 2: Write 3 outcomes that you want to achieve in the next week?
PS: Please reach out @ firstname.lastname@example.org for a detailed worksheet to determine outcomes or to determine your team and organisational outcomes