Resist the pressure to hit the ground running when you take up a new position. You'll go further if you take time to understand the culture and build relationships.
As soon as you step into a top position at a company that needs to significantly improve the way it operates, there’s pressure to get off to a quick start.
Yet the best way to succeed, paradoxically, is to slow things down.
Forces pushing in the other direction — toward hyperspeed — are powerful, of course. You must prove you are the right leader by getting the organisation to deliver better results, and soon. That’s why you were brought in.
So, you set out for early wins in what seem like obvious areas to fix — on the cost side, perhaps the speed of processes within production, and on the revenue side, the size of the sales force.
But rushing toward early wins, even in areas that seem uncontroversial, can be unexpectedly hazardous. That’s because when a new leader takes hold, changes aren’t just about efficiency or revenue; they are also about people’s feelings of vulnerability and uncertainty about what the changes will mean for them.
No matter how sophisticated and mature the new leader may be, rushing too quickly toward early wins can deprive the new leader of the insight needed to understand the culture and build relationships.
As a consequence, quick wins may soon be undone, or they may beget new leadership problems.
Deliberately slowing down allows you to clarify what the people around you want most, the effects of your behaviour, sources of resistance, and the ramifications of your decisions. The result: You will have more control over the pace of your transition to new leadership responsibilities and the company’s transition to its new era.
THE NEW LEADER WHO STARTS TOO FAST
Bu hikaye thinksales dergisinin January - March 2019 sayısından alınmıştır.
Start your 7-day Magzter GOLD free trial to access thousands of curated premium stories, and 9,000+ magazines and newspapers.
Already a subscriber ? Giriş Yap
Bu hikaye thinksales dergisinin January - March 2019 sayısından alınmıştır.
Start your 7-day Magzter GOLD free trial to access thousands of curated premium stories, and 9,000+ magazines and newspapers.
Already a subscriber? Giriş Yap
Getting Over Your Fear Of Cold Calling Customers
A recent research study found that 48% of business-to-business salespeople are afraid of making cold calls.
10 Tips To Get Honest, Productive Feedback
Great leaders are great learners. Their never-ending pursuit of information pushes them to constantly improve and sets them apart from the rest. Getting and learning from feedback isn’t always easy, but it is necessary, if we want to become better.
The 5 Things All Great Salespeople Do
The best salespeople know they’re the best. They take pride in their art form. They separate themselves from the rest of the pack regardless of circumstance. So how do they do it? What’s their secret? Are you one of them?
Why Trade Shows Are Worthy Of Your Marketing Budget
Given unrealistic expectations against a modest budget, marketing leaders are routinely tasked with making trade-offs on what stays and goes in their annual budget. In a highly digitised world, trade shows might seem like the ancient way to do things, but they remain one of the best forums for exposure to customers. Increase your success rate with trade shows through more thoughtful planning that aligns sales and marketing to common goals and objectives.
Why CRM Projects Fail And How To Make Them More Successful
CRM is an important tool, but it is just a tool. When the laptops are shut down for the day, it’s your sales team that is responsible for bringing value to clients and driving revenue. Implement your CRM with that in mind and you’ll be pleased with your ROI.
Is Your Corporate Strategy Paying Off?
Key questions to determine if your strategy is working.
3 Ways to Improve Your Ability to Diagnose
Selling requires a strong ability to diagnose the client’s problems and challenges.
How To Create Compelling Content
How do you create content that cuts through the noise? How do you get attention now that there is a glut of content being created?
Build Up Your Resilience By Asking Yourself Two Simple Questions
You may surprise yourself and find good in the bad.
How Marketing Can Increase Customer Lifetime Value
Marketing can play a pivotal role in boosting customer profitability.
