1. Motivating teams deep in the third Quarter…
It’s been an incredible, yet predictable year, as the market has been confronted by the perfect
storm. It’s also an opportunity for businesses to a do a temperature test to see how sales teams
are coping.
Most teams will be suffering under the weight of GFC Mk II eroding investor confidence, the
artificially high term deposit market, the pressure on fees as a result of Mysuper, and the
distractions on impacts of FoFA etc.
So how do successful teams perform in this environment?
Its sounds simple, but it’s all about focus.
Focusing on the IMPUTS to success, not the sales results alone….
High performance teams have defined what success looks like, and are measuring the inputs to
success, as it’s these factors that sales teams can control. Old school sales targets alone are
being shown up today, with teams demoralised by things they cannot control.
Conversely high performance teams are holding their own, doing it tough yes, but focussed on
the right activities that will yield results when the markets improve.
Teams that have taken the time to define the inputs to success, measure them, and reward
them, will be there in the fourth Quarter ready to maximise the opportunities that present.
After all ‘luck is where preparation meets opportunity’.