Have you ever heard the phrase “the fortune is in the follow-up”? Chances are, if you are reading this, the answer is yes. “The fortune is in the follow up” is a very true statement, but there’s also a word change that makes it very accurate. The fortune is in the follow THROUGH.
Let me explain what I mean. You can have a fantastic idea, strategy, and plan for sales or business, but you’re going to fail if you don’t follow through with execution. Plain and simple.
So what separates terrible execution from successful execution? Well, for one, you must have the right people on the bus and get the wrong people off the bus. They need to be in the right seat, and you need the right driver. One of my favorite quotes from Jim Collins is
“We start by getting the right people on the bus, the wrong people off the bus, and the right people in the right seats.”
Once you have the bus loaded, you can work on execution. If you are constantly putting out fires, micromanaging, and trying to control the entire process, you are wasting your time. Instead, have a plan/strategy and allow everyone to do their part to make it happen. Does your business or sales team have a framework in place that is repeatable/replicable? If the answer is no, start here! Every leader needs to make sure the team has individual goals and strategies.
How do you do this?
Make A Priority List
More often than not, sales teams and entrepreneurs have a priority list. The issue comes down to what is the priority on the priority list? Having too many priorities makes it hard to focus. Narrow your list down and make one goal at a time. You’ll also see teamwork like never before as everyone works toward a common goal and accomplishes it in record time. Making a priority list is going to help you follow through and execute!
Gather The Facts
What are some key performance indicators that you can measure through your process? Use these to help you determine if you are executing on time, accurately, and successfully. If you miss the mark, you’ll know it is time to re-evaluate and make new priorities. Gathering facts helps you see sticking points within your team and company. Gathering the facts is a crucial step to help you follow through and execute.
The key to reaching your goals and objectives within your team and company is to hold regular meetings. I know, no one likes an appointment when it could have been an email. But trust me, without continuous communication, your goals and objectives will fade, especially within the team. Don’t wait for the train to be off the track. Meet regularly and establish clear communication AND expectations.
Our team has a daily 11 am Zoom. Sometimes, it’s just a quick check-in, and other times we utilize it for fast training. The key is to make sure everyone is on the same page. We don’t let these calls get dragged out. They are used as a quick face-to-face to keep everyone “checked. They work! Even my business partners and I have a daily morning Zoom. It helps us keep the priorities prioritized and execute instead of having a bunch of ideas floating around. It doesn’t matter what level of the company everyone is in; everyone needs to have regular meetings..”
Meeting regularly is going to help you follow through and execute.
Review the strategy.
If you’re in a leadership role, it is essential to regularly evaluate the strategies you are using. As a company, we use our regular check-ins to assess our approach at an in-depth level. Approximately every 90 days, we review everything we do.
So what to discuss at these review meetings? I suggest talking about what is working, what isn’t working, WHO is strong and weak in the team, different opportunities, and threats/risks. Reviewing your strategy is going to help you follow through and execute.
One Page Transparent Report
Lastly, create a strategy ‘report’ for the entire group. It lays out the process of the business and who is working on what. This report should be no longer than one page and be something you can send out to all the different roles within the company. Don’t disclose the company secrets or vital private info. Being transparent doesn’t mean you need to tell everyone everything. As a business owner, we keep some info like upcoming products or new locations private until we are ready to launch. I know it would distract me too much, and I don’t want to oversell and underdeliver to my team. But by sharing a strategic execution report, the team feels they are being communicated with and feel like they are making a significant contribution. It will motivate the different roles and keep everyone working together with a common goal. Having a strategy report is going to help you follow through and execute.
So, where is your fortune? The fortune is in the follow THROUGH. I hope you can see what having strategy and execution can do for your business. Take your business to the next level. Follow through!