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Press Reset for a Fresh Start

The beginning of a fiscal year is a common time for companies to kick-off new ideas, new programs, new organizational structures, and new commission plans, all while your teams are chartered with delivering on the new business closed last quarter.  Oh, and did I mention that sales goals have increased with no additional resources to get the job done?

Whoa – there’s a lot new going on suddenly! 

With that in mind, I’ve assembled four ways to minimize chaos and optimize results by taking time to make time as you kick off another fiscal year:

• CLEAN THE CELLAR – Time to clean house of partners and business that are no longer working for you. It is not impressive that you have thousands of partners if only 20 of them are producing. Imagine what you could do with the time you are spending on the 60 percent at the bottom of the pyramid. The only way to bring on new partners without hiring more people, or having a phenomenally efficient and scalable on-boarding process, is to make room for new.

• CLEAR THE COMPLEXITY – Identify the top three initiatives or tasks that are taking you or your team too long to complete. Moreover, make sure you haven’t bought into the status quo because it’s too hard to effect change. Partner application approvals and certifications are rarely simple processes. Set a goal and figure out how to take the process down by one day. Or, start with slicing off a few hours. Start a “mastermind” group, of sorts, to problem solve your top three issues with a focus on short wins to spawn momentum.

• RE-ASSESS YOUR INTERNAL PARTNER ECOSYSTEM – Organizational shuffle is the new world order in many companies. Take the time to understand the changes around you and how they impact your organization. This includes outside your immediate sphere of control and to those areas of influence that can make the difference between a job well done, and one that spirals out of control. Reorganizations rarely result in more people to do a job, so proactively meet with your cross-functional colleagues to determine what has changed, and what needs to operate differently moving forward.

• RE-CAST COMMUNICATION CADENCE – The end of a fiscal year can be chaotic with increased pressure on company resources to close business. The beginning of a new fiscal year is a perfect time to restore the structure of, and purpose of, regular meetings and communication forums. For each meeting, see if you can shave off 5-10 minutes by sending out an agenda with objectives ahead of time with specific “asks.” Rotate ownership to encourage engagement and not overwhelm any one person each time.

Here’s to pressing the reset button for a fresh start to the fiscal year ahead.


January 24, 2014  ·  

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