The biggest challenge for a Team Leader or Billing Manager isn’t helping consultants and teams achieve their goal; it is helping them to believe the goal is possible in the first place. Developing a compelling and inspiring vision is critical to success. But a vision is only words; success is driven by ownership and accountability – which requires building an emotional connection to the vision.
A vision will provide a team with a purpose, a cause, something bigger than the individual.
In this article, I explain why an emotional connection is so important, and the four steps leaders need to take to make that connection.
Sports teams often focus too much on winning cups, medals and titles that they forget what it takes to win in the first place! Winning doesn’t just happen on the rink or pitch: it happens in every area of life. A sports team’s equipment manager should be as important as the top goal scorer. No man or women is indispensable. It is the same in recruitment. For example, your team would not be able to perform as well if it weren’t for the support functions, such as Information Technology, Human Resources or Marketing. All parts of the system are working together towards a common goal. Therefore, if one part of the system underperforms, everything underperforms.
A high-performance culture is a place where everyone is inspired, feels engaged and can compete at their full potential. Your consultants are self-motivated, working with autonomy and will have each other’s back. It is an intrinsic motivation to support one another, exceed expectations and smash targets. It is the difference between winning and losing and will give you a competitive advantage.
When you have a clear vision, the next step is to unpick the vision into measurable results. Then create a process that will deliver consistent results. Download the Game Plan eBook to learn how to do this with your team.
It is has been proven that the gap between what we have and what we don’t have is what makes us happy. When you are about to win or achieve something, your brain will experience a rush of dopamine. Dopamine is a neurotransmitter that helps control your brain’s reward and pleasure centres. The chemical also helps you regulate movement and emotional responses, and it enables you not only to see rewards, but also to take action to move toward them. The presence of dopamine is also associated with risk taking and excitement; it is also considered highly addictive! Motivation doesn’t come from achieving the goal; it’s generated from the anticipation of achieving the goal. For example, you don’t often see an Olympic gold medallist jump around on the podium with joy, they actually appear to be more relaxed, relieved and emotional. Their demeanour is because it is the anticipation of achieving success that is actually driving them. When an athlete reminisces over the pain they went through to achieve their goal, they often recall it was the best part of their career. This insight might explain why many athletes suffer from depression when they retire; it’s because they lose their purpose and drive.
Other examples are booking a holiday, opening a present or shopping. It is the process of making the booking or the unwrapping of a present that gets us excited, not necessarily the outcome. Often the holiday is an anti-climax, the present doesn’t meet expectations and once the shopping experience is over it is followed by a low. It is why experienced consultants become disillusioned and lose their motivation.
Great team leaders keep their consultants motivated by creating the anticipation of success. Identifying what success looks like for every team member. For some it will be their first deal, for others, it will be career progress, and for another, it will be a deposit on a house. When you have this information, you can move in the same direction together and smash your vision.
1. Develop an inspirational vision, both credible and desirable, blend emotive and rational drivers why vision is good and achievable
2. Build clear line of vision between company vision and each individual’s personal and emotional drivers
3. Set measures and metrics along the way to the vision and celebrate each milestone
4. Sell the expectation of achieving in each monthly meeting, and teach your managers to do the same
At The Strategic Team Coach, we’ve helped over 30 brands build a connection to their vision that led to significant increase in growth. For more info click here.