Bob was bitching about how difficult it was to meet this year’s team goals. So I asked him when things were easier.
“Oh, about 2 years ago,” he said.
“What were you doing differently?” I asked.
“Well,” he said, “I used to spend more time with existing clients then, building relationships. I did lunches and lots of social meetings.”
“Do more of that,” I said.
“But it’s not that simple,” Bob immediately argued. “I have bigger targets and higher demands.”
“Bob, you spend less time now doing what was successful then and you are struggling now. Why, when you need to focus on what works, would you stop doing it?!”
It only took a moment for Bob to realize 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!