Message of the Day - Do we really understand the goals we want to achieve?

Good Morning,

 

My current read is Captain Michael Abrashoff’s newest book “It’s Our Ship” (http://www.amazon.com/Its-Our-Ship-No-Nonsense-Leadership/dp/0446199664). I really like his books. He has a great way of relaying key information on all different parts of leadership and teamwork.

 

One part I covered talked about achieving goals with your team or department and a common pitfall. Captain Abrashoff points out that while the goal is given to the team, it is not broken down to a level understood by them. For example, if the goal is to increase company sales by 20% over the next year, that may seem simple to the leadership. Sales were at XYZ, and next year, we want them to be 20% higher than XYZ. For the team member, that still may be confusing. How so?

 

What does the team member have to do to increase sales by 20%? Until it is broken down to them about increasing the number of cold calls, or adding an additional sales appointment each day, or learning to sell different products or services, targeting higher margin clients, etc., they will not truly understand the overall goal.

 

That is, until they can see how they can get it done, they will not be able to truly support it.

 

This happens in everyday life. We give out goals and targets to our teams and coworkers, and they seem crystal clear to us. The team members cheer the new goal, and then leave wondering what the goal truly means, what changes will it incur to their lives, etc. They can try working harder, which is great, but until they understand what the goal means to them, they will not be full supporters of the goals or targets.

 

Be sure to explain what the goals mean to everyone on the team, in their own terms, and you will get better supporters of the goal, and increase the chances of achieving it!

 

Enjoy!

 

Sanford Berenberg

Sanford@berenberg.net

http://sanfordberenberg.blogspot.com/

502-533-9336

 

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