Focus Your Direct Reports On The Goal Not Just The Tasks

What’s more important:

  • Making 20 sales calls or closing $500,000 in new sales?
  • Conducting weekly cycle inventories or .5% inventory shrink?
  • Publishing regular newsletters or 97% customer retention?
  • Creating weekly collections reports or receivables less than 30 days?
  • Attending safety classes or zero days lost to workplace injury?

All too often leaders and direct report are so focused on the activities, they loose sight of the ultimate objective.  Leaders should make sure their direct reports understand their objective, have the resources available to achieve that objective, and then get out of the way.  Does it really matter that the sales associate made only 7 sales calls but still achieved the $500,000 sales objective?  Our tendency is to micro-manage the day-to-day activities because they are the easiest to affect.  Instead, clearly define your expectation – objective, time-frame, resources, and restraints – and hold your direct report accountable for the results without emerging yourself in the details.

Empower your direct reports with the ultimate expectation, make suggestions as to how it might be achieved, provide the resources for accomplishment, and you’ll both be more successful.

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Explore posts in the same categories: Leadership, Performance Acceleration

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