Red Light, Green Light is a simple, fun game that has been played and enjoyed by generations all around the world. However, there are variations to the exact name and rules of the game throughout different parts of the world – In Nigeria, where I was born and raised, we call it “Statue”.
No matter how the game is played, one common theme is the frequent starts and stops players will experience throughout the course of the game. Players are not able to establish a rhythm and there is no consistency to how the game is played.
The logic of Red Light, Green Light is one that hurts many sales professionals and is the biggest contributor to failure. Consistency is vital in the sales profession. To be successful, sales professionals need to have a rhythm of consistent growth, persistence and action. There is no room for stop and go or Red Light, Green Light or any games for that matter.
Unfortunately, many sales professionals operate in this stop and go, Red Light, Green Light mode when it comes to their activities, growth, performance and results. Some are aware of this stop and go mode, others are not. Naturally, this has an impact on their long-term success.
Successful professionals understand that to achieve and maintain success, they must operate with consistency through the vicissitudes of the profession – no matter what!
What about you? Do you have a consistent rhythm flowing to success or are you playing Red Light, Green Light? How do you establish and maintain a rhythm of growth, persistence and action? Well, let’s start with understanding what having a rhythm means. For each person, it will be different, of course.
Establish a baseline: What does rhythm look and feel like? What are your inputs and outputs? Understand what a winning baseline is for each week, month, quarter, half or full year. This will serve as your yardstick for measuring growth and progress.
Measure what you expect: Again, whatever your baseline and measure of success, be sure you are tracking your inputs regularly for the expected outputs. If you are not getting the results you want today, examine what you’ve done in the past 30, 60 or 90 days – that will give you a clue to where the problem lies.
Make growth a part of the plan: As the wise word says “If you are not growing, you are dying.” Create a strategic pathway for your growth and development. Find others to look up to – their results, behaviors, etc. Get more efficient and effective and aim to do better.
Be accountable: Accountability could easily be the most important piece to having a consistent rhythm in sales. An accountability partner can take different forms depending on the individual – a manager, colleague, business partner, coach or significant other. Make sure this is someone who will be that mirror for you and not someone who will scold unnecessarily or join in your pity party.
Are you a sales leader or business owner responsible for the performance of a sales team? The tips above are applicable too. In addition, be sure to:
Create goals and work the plan: Too many times I come across sales teams or representatives with no clear goals. That is a recipe for failure! Make sure your team has goals for each quarter and the year ahead. Review their progress regularly and adjust the plan if necessary.
Give your team tools for success: A great strategy without appropriate systems and processes in place is akin to a fast car without gasoline to power it! Invest in appropriate tools for your team to be successful. At a minimum, invest in implementing a clear sales process and a Customer Relationship Management tool (CRM) with the ability to keep track of your team’s goals.
Do you have the foundation to establish and maintain a consistent rhythm to get you and your team to success or are you playing Red Light, Green Light? Need help? Let’s talk: info@thecommissioninternational.com.
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