No Way To Escape The Truth

Just like anything in life if you want to accomplish a certain feat the best way is to make it known. Make it a part of your reality, make it a priority in your life. This pertains to anything and everything and it does not matter if it’s losing weight, doing better in school or even the world of sales. People who want to lose weight will go to the extreme of posting pictures on or even in refrigerators as motivation. People will write down their goals to help themselves realize what their dreams are.

Driving numbers is no different. My team came in today to find their current month-to-date numbers posted on the main door to our department, in the break areas, on our team board, and the digital time card locations and even in the bathrooms. You might find yourself asking why this was done and it’s rather simple. To be the best you’ve got to engulf yourself in the numbers. Human nature is to avoid discomfort and in sales if your numbers are lagging the easiest thing to do is to not think about it.

How hard is it to avoid thinking about the numbers when everywhere in your office you travel you are reminded of your production? For my top producers they were enthusiastic with seeing the numbers posted. Why? The postings allowed everyone in the entire company to see how good the producers were doing. For the individuals struggling well let’s just say everyone in the entire company had the opportunity to see how bad the bottom feeders were doing.

What I found from the production totals today is an increased incentive by all ranks to improve their month-to-date standings. No one wants to be known as the person who cannot close and everyone wants to be the top dog in the office. Moving forward from this day on I will be posting the numbers throughout every break room, bathroom and department throughout the entire office.

There’s a saying the truth hurts but it only hurts those individuals who try to deny their poor production. Posting the numbers throughout the office gives a different degree of accountability that goes beyond individual or group numbers. Yeah so the groups doing well or is it that 1 or 2 people are having stellar numbers? Either way, perception is reality and it’s amazing how when people are held to a higher accountability they will do one of two things. They will step up and produce or they will rollover and die in the world of sales. I want producers and if a person is not producing I want them to step up or get the heck out of the way. Like it, hate it, it doesn’t matter because it’s another way of driving the numbers.  Who knows, the people not producing might find it non-appealing to take breaks as there will be a constance reminder of their failures.