A few years ago, a book titled “Extreme Ownership” hit the bookstands and many corporations. A lot of young professionals caught on to the “wave” of ownership as a new concept. As many know, ownership is not a new concept.
For many of these folks, ownership became a buzzword and thus, was largely abused. I would hear sales leaders say things like: “You should take ownership of that missed sale.”, “We keep missing our sales goals.” and “My reps don’t deliver.” It turns out, folks threw the word around to abdicate responsibility – essentially, signifying a lack of ownership by the sales leader of their reps and their results.
Spoiler alert! – Taking ownership means taking personal responsibility for an outcome or result. It means viewing and handing a project, issue or goal like you own it, even if you don’t. The outcome – good or bad, pass or fail – is on you.
In the case of the leaders quoted above, taking ownership is about identifying and understanding what the issue is (or issues are), getting clear on what needs to be done, doing what needs to be done and owning the outcome regardless of whether it is good or bad.
Ownership is a mindset. Ownership does not reside in the pages of a book, but it is a way of being. Ownership is a commitment. Václav Havel summed it up right when he said “Ownership is not a vice, not something to be ashamed of, but rather a commitment, and an instrument by which the general good can be served.”
In all works of life, taking ownership separates the great ones from average folks. In sales, Sales Representatives should take ownership of their growth, career and success by finding mentors, seeking out training/ coaching, finding resources around them to support their goals and aspirations. There is a cartoon where one of the characters is interviewing for a job. The interviewer asks why he didn’t make his current company buckets of money. To which he responded: “The reason I never made buckets of money for the company is because nobody ever gave me a bucket!” Don’t be that guy!
Sales leaders should take ownership of their personal results as well as the wellbeing and results of their teammates. Great sales leaders own the outcome. They do not take credit for wins and blame others for failures. They don’t have favorites on the team, but instead treat everyone the same. If there are performance gaps, they own the objective of getting everyone on the same level.
Taking ownership is not easy, but the benefits are amazing. Creating a culture of ownership in your organization will transform not only your results, but the way your people engage with one another, in the organization and with your customers. A culture of true ownership is one that gives competitive edge that cannot be replicated! It fosters creativity, innovation and problem solving.
Although not easy to implement, establishing a mindset/culture of ownership has long-term benefits on an individual level and across an organization. Consistency is essential too, especially when dealing with multiple deadlines and egos. But, like any change, when done the right way, lasting change is inevitable.
Need help changing the mindset on your team to one of true ownership? Not sure how or where to start? Let’s talk: Info@thecommissioninternational.com
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