Sometimes You Just Need To Ask
What benefits are you missing when you make decisions completely on your own? It can be natural to want to make decisions in isolation. It might feel faster, easier, and more effective; but have you considered the results you could achieve if you increased the involvement of your team in your decision-making process?
Increased Buy-in, Motivation, Commitment, and Trust
Ask people for their ideas and include them in the decision-making process. It demonstrates that you believe in them and their abilities; that you value what they think and what they have to say. This increases their trust in you and your decisions, making it easier for you to lead them to enhanced results.
Instead of imposing sales goals and plans upon them, coach your team members to create their own, and give them the opportunity to provide input into the goals and plans of the organization. This increases buy-in, commitment, and self-motivation. People are more likely to work hard to achieve goals that they have been involved in creating.
Different Perspectives and Bigger Goals
We all see the world from our own point of view, which means we may be missing things or seeing matters in a way that is holding us back. Your sales team may have ideas about an income stream, customer base, or marketing technique that you haven’t considered. Asking for input before making a decision allows you to expand your viewpoint and seize opportunities you may otherwise miss.
It’s easy to be skeptical and think that given the opportunity to set their own goals team members will aim lower than your expectations. However, they may aim higher than you were dreaming. You may be surprised how high people can aim, and reach, when they are given the opportunity to provide input and are coached to achieve success.
Reduction in Stress
Negative stress can result when plans are created and imposed upon people without allowing them to be involved in the decision-making process. Sharing information and involving the team can help alleviate this negative stress and create an environment where people are best able to achieve their goals.
Consider including the team next time you set sales goals, create plans, or select sales training. Involving team members in decisions can take more time. It does require more effort in the short-term. However, in the long run the effort can lead to greater results, achieved by a team of people who are more trusting, committed, and motivated.
October 1, 2019
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