Successful organizations are the ones that continually improve. They continually get better at what they do. And so do their people.
Successful organizations and the people in them have to be a whole lot better than their competition to thrive and maintain their market positions.
But getting a whole lot better doesn’t have to happen all at once.
When I work with sales managers, I talk to them about how to make their people a little bit better. You see, not everyone believes they can get a whole lot better. But just about everybody believes they can be a little bit better. And to get better, you have to believe you can.
Small, incremental improvements are not only very doable but also very sustainable. And, over time, as people get a little bit better at a lot of little things, they become significantly better.
Think about the people in your organization who need to get a little bit better at the skills required in the fulfillment of their job responsibilities. And then focus your development processes and your training and your coaching on helping them get a little bit better. The results over time may astound you.
I’ve been working with a group of sales managers this week, and one of the things that I’ve been talking to them about is how to make their people a little bit better. Not everybody thinks they can be a whole lot better, but everybody thinks they can be a little bit better.
If you work with your sales team or the other people on your staff to help them get a little bit better, it’s a concept I call Incremental Improvement. The great thing about that is first of all, they believe they can get a little bit better. The second thing is that when they get a little bit better at one thing, it’s usually sustainable. The third thing is that when they learn this little thing and then that little thing and another little thing and keep getting better at a lot of little things, then over time, they’re significantly better. The compounded effect of how they grow as individuals is incredible.
I want you to think about this, who in your organization needs to get a little bit better at one of their activities or tasks or skill sets? Not something outrageous, just a little bit better. If they get a little bit better at this and then a little bit better at that and then a little bit better at something else, after a while, they are a whole lot better. The things that they got better at are sustainable and repeatable, and that’ll make them better professionals.
So let me encourage you to think about who can I make a little bit better at what and, through your development processes in your coaching, your teaching, your training and your development, help them get a little bit better. When they get a little bit better, over time, they’re going to be a whole lot better, a whole lot better for themselves, a whole lot better for you and a whole lot better for the organization.
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