After a full and productive Annual Season with my clients, I’m always left reflecting on some common themes. This year, what resonated most was the relationship between members of a leadership team and a company’s Issues List. That reflection led me to a question every leader should ask:
“What verb describes how I most frequently impact our company’s Issues List?”
If you’re truly committed to building a great company, you must begin by assembling a strong leadership team with a structure that will take your company where you want it to go, and by making sure that you place the right people in the right seats on your team.
For many organizations and leaders, finding the right set of 5 to 15 leading indicators that provide an absolute pulse on the business (or the department) is a difficult challenge. Often it takes several months or longer to truly fall in love with your scorecard.
It’s not unusual for an entrepreneur to consider “everyone” a potential customer. While the optimism can be exciting and contagious, the harsh reality is that most of “everyone” isn’t the RIGHT potential customer. Many won’t ever buy from you, and some who do become customers won’t be a great fit. They may be unhappy, and they may even hurt your business by damaging your reputation or mistreating your employees.
That’s the bad news. The good news? While it may sound counterintuitive, concentrating on a smaller number of potential customers can actually help you grow faster, make more money, and have more fun. Time and time again, I’ve seen that clients who focus 100% of their proactive sales and marketing efforts on their ideal prospect or customer get a bigger bang for every buck they spend on sales and marketing.
Inserting timely, powerful pauses in your EOS Level 10 Meetings will allow everyone time to recall the week’s activities and to share every Issue and every Customer and Employee Headline so that your leadership team can work to clarify and resolve those issues.
Two epidemics kill cultures: end runs and unresolved complaining. Both waste time and energy, and are ultimately toxic to the health and productivity of your company. Luckily, these epidemics can be cured by asking a simple, powerful question.
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