Bob was complaining about the higher targets he had to meet this year. He told me that it was so much easier three years ago.
“What were you doing differently then?” I asked.
He admitted that he had spent more time with existing clients, building relationships, having lunches and meeting face-to-face.
I told him he had to do more of that, not less. I said, “You spend less time now doing what was successful then and you are struggling now. Why, at a time when you need to focus on what works, would you stop doing it?”
Bob quickly realized that simply because the goal posts had moved, he didn’t need to change the whole game.
Action – What productive strategies or tactics have you stopped implementing? How can you start using them now to solve one of you challenges?
It always pays off to figure out what works and simply do more of that!