Sometimes we are all in need of a fresh perspective. My constant inspiration to think outside of the box most often comes from my son Aden and his band of brothers he calls neighbors, friends, teammates…dudes. Recently they were all staring at our play structure in the backyard which they had sadly outgrown and said to one another, what else could it be? And then the craziness really began. My husband and I let the boys build, and build and build…and build. After 2 weeks we had quite a mess and a veritable ‘condo’ for 12-year old boys in our backyard. Wisely, my husband let them build without a plan only to illustrate what happens when you don’t have a plan. Needless to say, while it looked cool, it was unsteady, sloppy and not build to last. What happened then was a shining example of how good planning, mapping out, measurement, strategy and execution could be the difference between the catalytic factor and chaos.
As sales leaders, we are constantly barraged with new problems-to-solve, challenges and opportunities. The demand on our time is infinite while the pressure to perform in our own positions as well as coach our teams mount every day. This pace often pushes us into a state complexity. The desire to create order from complexity may sometimes cause us to react without measuring, planning, executing to the best strategy possible. In order to effectively counteract this tendency, as a sales coach you must be highly disciplined in how to engage and challenge your team members to not only rise to the occasion when faced with complexity, but to thrive in the face of it. The collective engagement of the group is always stronger than the engagement of just a few individuals. To challenge and push team members to maximize performance a coach must be able to inject the catalytic factor in a manner that is meaningful to the leader and the team. In essence, the catalytic factor pushes people to find new ways to do things, solve problems, think in new, innovative ways as well to be able to tackle difficult challenges.