Today we had an interesting discussion about our culture and how it has dramatically changed. We used to allow the unacceptable and in my previous business it got to the point of ridiculousness. So if you want to change it so that your people are not de-motivating (un-selling) each other, you, your customers, what do you do? Remember the flywheel Jim Collins referenced in Good to Great. Imagine a giant, heavy wheel that moves an inch after much pushing. With continuously dedicated pushing in a consistent direction you start seeing it speed up. Finally it is spinning.
Once you have your purpose, core values, brand promise and goals and BHAG in place and the leaders are living them, the flywheel starts to move! It is not over a week, but the movement in one month can inspire. The movement in six months will make you shudder at where you were six months ago and in a year, it is all clarity so you can focus on the vision (BHAG). It can be fun if you have a great coach or a great team pulling, pushing and providing the inspiration. Once you get to this stage, you do not get to rest or relax, you then get to make sure that everyone is realizing how each person is living that brand promise and living the company’s purpose. How cool would it be if everyone is moving in the same direction with enthusiasm? This is similar to a rowing team. What if one person did not row in the same direction once? What if they did not row the same direction two of five days? The rowing team would not allow it, why should you?
Summary: Selling starts with an attitude and reaches success with momentum. Selling on the inside gets sales on the outside and keeps the flywheel moving. When were things the best? Who is rowing against the team now and how fast can you fix it?