October 2005
Preparing for ’06 Change
Two themes leap out of the stories and photos of the overwhelming devastation caused by Katrina: one, we have just begun to feel the ill effects of this catastrophe; and two, preparation is essential for survival.
Now I am by nature an optimist. So I believe that eventually this will all work out—the gulf coast’s rebuilding and economic resurrection. However, there is no doubt that a dramatic change in the national ’06 business climate awaits us.
So, I have to ask you: If you’re headed for a successful ’05, will you be able to repeat your performance in ‘06? Or, if sales aren’t meeting goal, what will make next year different?
Here’s where theme #2—preparation—seems to be critical. This is definitely not the time to leave your bottom line to chance, or worse, risk it in a high-stakes blame game. In fact, it’s a critical time to prepare for the worst (economic environment).
Making and accepting excuses for non-performance is always detrimental to an organization’s growth. But a difficult economic environment too often breeds excuse forgiveness when, in fact, this is the worst time to waiver from your commitment to accountability.
All employees at all levels must take responsibility and stop making excuses for non-performance in revenue generation, low margins, cost overruns and poor cash flow.
To help you embed accountability in your culture, read the following Case Study and then make plans to attend our Executive Briefing on November 17.
E-mail me at Danita@SalesGrowthSpecialists.com and I’ll send you tips on How to Build an Accountability-based Sales Culture.
For additional help call me at 612-267-3320.
Discipline. Creativity. Results.
Danita
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