"I think if someone's good at something, make them better at it. If they're really bad at something, you can spend so much time trying to make someone bad average when actually you can make someone who was good, great."
They discuss moving past outdated metrics, the critical importance of transparent communication, and why doubling down on effort (inputs) is the key to surviving the downturn. This is the definitive guide to driving high-energy performance when standing still feels like winning.
What we cover in this episode
Activity Over Outcomes
Learn why simply increasing effort (inputs) is the necessary first response when market conditions severely restrict results (outputs).
Honest Leadership Communication
Leaders must openly communicate shifting expectations, acknowledge the market difficulty, and prioritize account retention over immediate spend growth.
Coaching to Purpose and Retention
Shift focus from 'making money' to 'changing lives' by tying daily activity to a greater purpose, dramatically improving team motivation and resilience.
Maximize Strengths, Don't Fix Flaws
Implement a performance strategy that focuses coaching time on turning good performance into great performance, making other aspects merely serviceable.
Turn Insight Into Action
OneUp Sales injects essential energy by gamifying the process, making inputs fun, visible, and competitive, ensuring that even during a lull, your team is hitting their activity targets. Make every effort count.
