There’s nothing worst than a business owner who has watched sales decline in the last year and is frustrated, impatient and anxious to lay on a new comp plan to bring in net new business in the new year. Unless they get buy-in at all levels within the organization, it ain’t gonna happen.
Because leaders spend too much time talking about their vision, their goals and desires but spend less time on asking those around them HOW they will execute on their vision. When we don’t ask this, we risk not receiving the proper level of buy-in and potentially sabotaging change efforts.
An example of this is a client of mine wants to turn their reactive service-oriented inside team into a proactive outbound hunter team by next year. In order for them to ensure the message they sent was received by their management team, here are a list of check-in questions to ask:
High Executive Level-
How will you help us communicate this vision?
How will you guide your organization to take on these new initiatives?
How will your leadership influence this change initiative and maintain our competitive edge in the market?
What outcome would you like to see in the next 3 months?
What is your strategic plan to accomplish this goal?
How will you reward success?
VP Director Level-
What is your strategy for building a successful team/organization to support our new proactive initiatives?
How do you plan on influencing and empowering your people to move forward on this?
What resources or departments must be aligned in order to support this goal?
What outcome would you like to see in the next 3 months?
How do you plan on coaching, motivating your manager and team to move into this direction?
How will you hold your managers accountable for the outcome?
What are the consequences if they are not on board?
How will you problem-solve issues coming your way on this?
Manager Level-
Please provide me with 3 transformative changes you will make with your team in order for our new plan to be implemented?
What is your strategic plan, what resources will you need to accomplish this?
What specific actions will you put in place to establish the culture of the team?
What will get in the way and how will you resolve it?
What type of coaching/mentoring will be required for this to happen?
How do you plan on adjusting to customers demands and what will be your new definition for providing great Customer Service?
How will you personally stay focused and help your team members stay focused?
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