Today’s post is by Jamie Crosbie, an accomplished senior executive with a proven record of sales leadership success. Contact Jamie today at 214/720-9922 or firstname.lastname@example.org and find out how to take your business to the next level with Peak Performance Mindset Training.
Success can be difficult to achieve – and even more challenging to replicate.
One of the keys to sales growth is to identify (and continually implement) high-impact behaviors; and it is not just for the management team. Your entire company culture should be identifying and practicing high-impact behaviors.
That may sound like a tall order, because it is. The results, however, can be stunning. For better or worse, actions are often like a series of dominos, ending up with improving or slumping sales.
Consider too the well-known 80/20 rule (also known as the Pareto Principle), which states that roughly 80 percent of events are really caused by approximately 20 percent of specific actions taken. The 80/20 rule is really a double-edged sword in that it can apply to both positive and negative results.
For example, if one or two of your team members are generating conflict, or a single sales manager is creating barriers to reaching goals, the impact can be much larger than their role might suggest. Likewise, if a handful of producers are moving the sales needle, their results can raise profits and increase overall company viability. The point is to dig down to what works and promote it repeatedly until it becomes soaked into the company culture and mindset.
What Are High-impact Behaviors?
The exact nature of high-impact behaviors may vary to some degree, based on the type of organization, but, generally speaking, high-impact behaviors could be defined as those that:
- Are people centered
- Create well-defined goals and expectations
- Relentlessly improve focus on the overall vision and strategy
- Increase transparency
- Prioritize actions that help achieve goals
- Use existing resources strategically
- Solve problems and create opportunities (including the ability to turn challenges into launching pads)
- Improve overall performance and productivity
- Provide feedback in a way that fosters understanding or promotes improvement
- Are actions and attitudes that generally promote forward movement
- Encourage communication and collaboration/cooperation across boundaries
While entire books could be written about the above behaviors, suffice to say, successful companies understand they need to provide a framework of success. In short, team members need the tools to succeed. Behavior flows naturally from mindset. Successful people are not necessarily born; they can be created. Mindset is one of the biggest indicators of who will, or will not, achieve a goal.
Learning to Implement High-impact Behaviors
Believe it or not, even those with a poor performance track record can improve their performance if they believe they can and also learn to implement high-impact behaviors. You read that right. A growth mindset (and the associated high-impact behaviors) can not only be learned; they can be used to overcome long-standing behaviors that may have contributed to previous failures.
In many cases, team members really do want to succeed; they simply do not know how – or even that they can. Brain plasticity research has shown that mindset and brain rewiring are not only possible; they are really a natural part of the way the mind works and can be stimulated by training.
New York Times bestselling author Norman Doidge, M.D, writes in The Brain That Changes Itself, “We are in the early stages of a Brain Plasticity Revolution. That revolution begins with a clearer understanding that the brain’s machinery is being continually rewired and functionally revised, substantially under your control, throughout the course of your natural life. You have a remarkable built-in ability to strengthen and grow the person that you are, at any age.”
In a nutshell, this fascinating book declares that the way you think – and even what you think about yourself – has a real-world physical effect on the structure of your brain and how it performs. Success is really built on a series of mental habits, concepts, and ideas that lead to specific high-impact behaviors that are then naturally expressed as part of who we think we are – and what we are truly capable of doing.