Years ago, I was given the opportunity to revive a $20 million dollar territory that was on the brink of being shut down.
I was greeted with unhappy sales reps & managers that had been through 3 leaders in 4 months, 2 of whom left the company over the toxic environment.
It was not a bad team. They were, by far, the hardest working team I had ever led, but they were tired of being told how terrible the territory was.
We had to achieve growth, and quick.
We created a new strategy called “Better than Best” where each rep was given their historic average best results in revenue increase, loss & new as well as the office average & new goals, which were better than their best by a couple of percentage points.
We celebrated each & every percentage point they increased.
In the end they grew the territory to $38 Million from by focusing on being better, blowing past the objectives collectively.
We still had reps below objective, but with higher results than ever before.
Our top reps were bringing in their highest results & our “middle of the pack” were operating even higher.
To this day, this is the team I am most proud of because they learned to be proud of themselves.
Biz Lesson: Resist the urge to strive for perfection, it is time consuming and self-defeating. Focusing on improvement allows room to evolve and a constant growth mindset.
Letty Sanchez, Principal Consultant/Lead Business Strategist, AEM Executive Consultants