How To Avoid Coasting — especially when business is booming

Energy4Sales

English - May 22, 2021 06:15 - 21 minutes - 20.1 MB - ★★★★★ - 4 ratings
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We discuss how to keep our teams away from “coasting”. Times are great! Business is booming! It’s EASY to take our eye off the prize of leading indicators — prospecting, activities that generate opportunities, pipeline review and keeping urgency around what’s next.

Like Mike Weinberg’s RPA model, are the results there? Is the pipeline full? Are your activities consistent?

Celebrate the wins — absolutely! Now, what’s next? Leaders, over-communicate with your teams and find out where they need help, what their motivation is, etc.

Rhythm trumps sporadic activity and guards against burnout. Build rhythm by increasing accountability, safe places of discussion and coaching, and staying in the trenches with your team — keep them pointed!

Focus on leading indicators and celebrate those more than the “big wins”!

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