Do you read much thought leadership that makes you think and changes your life?
Rather you wanting change, avoiding change or feeling you don’t need any change, this read is for you.
First – Which one of the 3 descriptions of change fits you?
Second – Which one of the 3 descriptions of change fits the business people around you?
Many people talk about change for the better in their life and business. Lots of stories and articles speak of those who successfully changed and those who dismally failed at change in business. These make incredible headlines sometimes but rarely are people in the market to change themselves – instead people are more interested in changing others. Often, people believe it is a win-win if others change and they don’t have to.
Fact is, if you want 2x and 3x greater results in business, then you have to change yourself and others around you too. Until this is understood, no significant gains to your revenue or your company’s revenue will happen. Certainly not 2x and 3x your current results.
Bear in mind – there are business leaders who are content and do not want 2x and 3x current results for various reasons of their own. Same goes for many employees in organizations despite what the strategic business plans entail.
Not everyone, smiles upon business change. For example, individuals with retirement in site often go into a cruise control mode. Others examples include people who want to. “just get by at work”. There are ways around these challenges by resistors to change.
That’s why it’s mission critical that you know what your objectives are for you AND the organization
If your are a business leader who doesn’t own a majority – then chance is you can’t be content and not want to grow. If you’re a business leader reporting to others in the organization, or if you’re the chief business leader with others reporting to you, chances are there is a tug-of-war between the goals and objectives each person strives for daily. Those who solve this dilemma win market share.
To effectively change, you must want to change in the short-term and sustain the changes for the long-term. Specific change goals must be equated to a value that is measurable and monetary. Once specific goals are identified, you must measure and study your progress. It is highly advisable to use smart goal philosophy in the goal development (SMART – specific, measurable, attainable, reach and timely). You need to track the process design and best practices of your changes to ensure you get to the next level.
Vital to success is that you remain not only vigilant and the pursuit of but also mindful of strategic milestones and the timeline of your advancements because speed does play apart to success by keeping momentum and morale high. In business, traditional short-term strategic planning encompasses 2-5 years. This is ample time to exceed 2x and 3x your current business results and become the market leader in your niche if you follow the appropriate steps.
Vital to success is that you remain not only vigilant and the pursuit of but also mindful of strategic milestones and the timeline of your advancements because speed does play apart to success by keeping momentum and morale high
Change is said to be the only constant in life, so what is it that you need to commit to and change in your organization in order get 2x and 3x your current results? Proven change experience, strongly indicates that to achieve doubling and tripling individual and organizational growth results, you must focus on selling more by increasing your customer’s trust and confidence via you and your organization.
You need to make changes that advance your ability to personally sell, in addition to, building & growing sales people in your organization to do the same. Your organization wants to not only stay in business but also wants to grow and make more profits so changing is a requirement. Increasing and sustaining the margin percentage on constantly growing revenues is the “CEO’s dream”, but very few leaders accomplish such results. To ensure you succeed with personal and organizational change where others fail, make these 13 steps below your new success map.
13 Steps for Achieving 2x & 3X Current Organizational Results
- Admit & commit out loud that changing to achieve 2x or 3x current results will not be easy but is a “must do” in the short-term
- Personally commit to changing beyond what you can see and believe is possible to change today while making SMART goals
- Commit to helping change others around you who impact your goals
- Get outside help, opinions and advise to guide change
- Get your new plan together and aligned with the top people
- Draw upon your people and create an innovation team to help get an execution plan and timeline together
- Nominate the people who will lead the execution plan
- Deploy and track progress for best practices
- Communicate, communicate, communicate with a methodology
- Motivate and impact morale and culture with systems for management
- Sustain change and behavior enhancements with process building
- Use combo of measurements and reward & recognition to get buy-in for plan and implementation
- Get direct feedback from customers in a regular systematic manner
The question of why you need to change is essentially answered by the objective of 2x and 3x greater results.
What the 2x and 3x means to you is entirely up to you, your people and your organization. Keep in mind, this should be dictated by your customer experience requirements. The other 2 questions regarding what to change and how to change are always the most intricate and challenging questions to solve. The plan and answers for all three of these questions must be aligned.
In order to help make your plans stronger, let’s consider the business strategies of 3 different CEOs who all want to make change happen and see revenues skyrocket as a result of the changes.
In your mind, contrast and analyze what you would do if you were advising the 3 CEOs about successful change to get 2x and 3x greater results.
The three CEOs are in separate industries, but all said the same things about successful selling in today’s society and business culture. They were asked about perspectives on their 2-5 year selling plans and growth objectives. Despite their differences, they resounded the same challenges facing each of them.
The industries represented by these three CEOs are enterprise software & services, banking and financial services consulting and consumer products manufacturing. They all believe that the marketing and sales game has changed over the past 10 years and to win, they believe they must change themselves and their organizations “as soon as we can” and “as best as we can” as spoken by two of these CEOs.
What did they agree has changed substantially for successful selling today?
By the way, in case you are wondering, social media is not the answer to what they all agreed as the driving force or need of the changes. The answer does involve social media as a part of the strategy and tactics to change but it is not the solution or complete focus. However, social media, is attributed with the blame for much of the confusion disrupting marketing and sales strategies today as they try to grapple with the mysteries of who, what and why social media should even have time wasted on it.
The answer the 3 CEOs agree has changed and is forcing them to change is, “access to buyers and the relationship sales model”!
Branding and networking is a whole new game today. To further complicate the equation, technology is now a requirement for many marketing and sales people, but instead of helping, technology often sets companies back.
These days, buyers are savvier and are have busier schedules, studies show. With the game of marketing and selling changed, buyers do not possess the same loyalty as they once did. Now, methods for contacting and building relationships with buyers, revolves more around branding thought leadership and networking.
Having a lot of digital friends in your professional community is helpful but not always profitable.
At stake for those companies and individuals who adapt to the new age of gaining access to buyers and creating a relationship for successfully selling is a huge competitive advantage. The success behind branding and networking still involves the old-school principles of getting out into the marketplace and spending quality face-to-face time with your buyers and key influencers. Having a lot of digital friends in your professional community is helpful but not always profitable. Getting a favorable impression on the minds of buyers and increasing that amount of exposure with these buyers is definitely not the same game it used to be and does require personal and organizational change to strive ahead of competition.
Being a branded expert who provides thought leadership is harder to establish in today’s competitive environment where the Internet has inundated consumers with mass marketing, product and service benefits and other so called, experts sales materials. In today’s times, too many people with a laptop and a business card calls themselves a branded expert of some sort.
How ironic that today’s experts who are extremely busy working with their clients and making a difference do not have ample time to keep up with the branding and thought leadership materials development necessary. Additionally, their ability to network is a double edge sword because as their work and expertise grows and success their capacity to brand and network reduces.
Networking isn’t what it use to be!
Today with LinkedIn, Twitter, blogging and various social media venues along with various other new and innovative sales channels, the contact points with your buyers and key influencers are forever different. Coming to grips with the evolved and content savvy buyers of today requires going to the next level to compete.
Branding thought leadership, networking, article writing, collateral development, program development and all the strategies and tactics promoting your company and people as experts, are now required to surpass your competition.
The terms, branding, thought leadership and networking, are certainly not new but their impact is more important now than ever before. The ultimate plan executed for 2x and 3x your current results, must allow the intertwining of multiple tactics for selling. Furthermore, the multiple tactics deployed by your marketing and sales people along with all the other stakeholders in your environment must be measured and tracked so reporting and the systems for management compliment each other.
Your short term strategic plans for change yielding revenue growth must use laser precession to understand the target audience very intimately.
Technology is key in understanding customers and technology is evolving every day and impacting the way people interact with customers. Ultimately, excellence in customer experience will be the success measurement of the 13 steps. Best to reverse engineer your change plans with the ultimate customer perspective as your beacon to success.
A commitment to change and allowing innovation in your life and in your organization’s life will not be easy.
Think of the CEOs and business people just like you across your industry and many other industries. There is common threads that all of these people share with you, no matter how different the intangible or tangible products and services they deliver versus yours. The common thread shared amongst those concerned with growing companies is
What will set you apart and allow you to win the competitive race to win more market share at higher profit margins?
The answer is not found in any book or with any guru, because the answer lies in you and your organization only. The answer does require the understanding of the common thread shared amongst all business leaders, “all want access to the buyers and to create a relationship for selling”.
Take the first step and begin a 2-5 year path that will be one of the landmark events in your life when you look back and a defining moment for your organization. Take the road less traveled and certainly the road that has no road map. Your solutions will have to be customized hand in hand by you and the people involved in step 2 & 3. Right now, just focus on step 1 and then step 2 & 3 will emerge.
When do you start your first Step?
Admit & commit out loud that changing to achieve 2x or 3x current results will not be easy but is a “must do” in the short-term Please look for our coming soon revenue growth article on a break down of the 13 Steps to get 2x & 3x greater results