Stop everything you are doing right now, and ask yourself: What is the ONE most important thing I should focus on? What is my KEY objective? Next, ask these questions to someone in your office.
A few weeks ago I wrote about how this type of simplification can lead to improved results. I used the example of the Seattle Seahawks, who were predicted to do poorly and not return to the playoffs anytime soon…primarily because they have far too many new players playing together for the first time, and no one considered to be the best at their position.
Despite going up against better competitors (on paper), as I write this, the Seahawks are in sole first place in their division with 4 wins and 2 losses. But HOW?
Danny O'Neil of the Seattle Times answers this question:
"Quarterback Matt Hasselbeck is not what he used to be. That statement is not a critique of his performance nor a commentary on the caliber of his arm.
It's the reality of how the quarterback's role has changed under coach Pete Carroll. It's not just the throws he makes, but the turnovers he doesn't. Valor isn't as important as discretion.
'In our offense and our football team, it's about taking care of the ball,' Carroll said. 'Matt is the first guy who has to do that.'
It's not like turnovers just now became important under Carroll, but avoiding them is now the number one priority. And for the past two weeks, Hasselbeck has done a first-rate job. Seattle has one turnover in the past two games as the Seahawks have won two in a row to gain control of the NFC West.
Hasselbeck hasn't been picked off for 10 quarters, throwing 97 consecutive passes and counting, without an interception. That's quite a change from a player who was picked off 10 times in the last four games of 2009 and at least once each of the first four games this season."
What is your primary objective? Can it be measured?
For the Seahawks, it's turnovers. This is measurable. At the end of each game, achievement of this goal is definitively apparent, both for the offense and the defense. By focusing on this goal, it's not as if the team forgets to focus on play development, strategy, play calling, tackling etc… They work to execute all of those tasks. But, they hold one task above all others – avoiding turnovers. In fact, by establishing this as the priority, the team can feel fairly assured that they'll succeed in this regard…and getting that right can lead to wins.
What about your business?
In the new agent category: Perhaps for recruiters, you could focus on number of manager appointments set each week with quality candidates. Managers could focus on number of interviews converted into hires.
In the experienced agent category: Perhaps Managers could focus on number of contacts per week within their agent pipeline.
Whatever the goal, measure and broadcast the results. Pick something that all other objectives hinge on and drive toward it. I can almost guarantee that few of your competitors do this. Focusing on too many objectives leaves you ignoring them all.
By the time you read this, the Seahawks will have played the Raiders. Whatever the outcome, check out the turnover ratio. Also remember, perfection isn't the goal…improvement over last year is!
Editor's Note: This article was written by Dr. David Mashburn. Dave is a Clinical and Consulting Psychologist, a Partner at Tidemark, Inc. and a regular contributor to WorkPuzzle. Comments or questions are welcome. If you're an email subscriber, reply to this WorkPuzzle email. If you read the blog directly from the web, you can click the "comments" link below.
