In a world where results often overshadow the journey, it's vital to shift our focus from mere goal-setting to developing effective systems. This blog explores why establishing robust systems, rather than fixating on goals, is crucial for consistent success, particularly for Business Development Managers (BDMs) striving to hit targets.
Consider Hassan, a BDM grappling with meeting his quarterly targets. Despite his team's efforts, they're falling short. Hassan's initial reaction is to push for more leads and revenue within a constrained time frame - a common but ineffective approach. However, upon deeper analysis, he identifies key issues like increased lead qualification time and extended sales cycles. This realisation underscores a fundamental truth, direct control over results is often an illusion, and success hinges on managing the processes that drive these outcomes.
Goals, while important, are not the sole determinants of success. Both winners and losers in any competition share similar aspirations. The distinction lies in their systems. For instance, focusing solely on a sales target without understanding the underlying actions that lead to success is a short-sighted strategy. Systematic approaches enable problem-solving on a more consistent basis, allowing for control over the variables that truly matter. This shift in focus from goals to systems ensures sustainable progress, irrespective of fluctuating external factors.
Adopting a system-oriented mindset facilitates continuous improvement. By focusing on enhancing key metrics incrementally, even by as little as 1% daily, the compounding effect can lead to significant growth over time. This approach promotes consistency, essential in unpredictable environments like sales. It's not about reaching an ideal state but about surpassing past performance through regular, measurable actions. Such a system works independently of day-to-day fluctuations in motivation or performance, providing a steady path toward success.
Success in business, particularly for BDMs, depends more on the strength of their processes than on the outcomes. By measuring and analysing team performance data, BDMs gain invaluable insights, enabling them to make evidence-based decisions and solve specific issues effectively. As Rob Jeppsen, CEO of Xvoyant, asserts, a strong process guarantees inevitable success, while a weak one renders it unsustainable. Focusing on process rather than outcomes ensures that the journey towards the target is as important as the destination itself.
In conclusion, for BDMs and professionals alike, embracing a system-focused approach rather than a goal-centric one offers a more reliable and sustainable path to success. By prioritising process over outcomes, and continual improvement over static goals, enduring success becomes not just a possibility, but an inevitability.
Furza supports businesses to build, train and scale sales teams. Our team of experts take the time to understand what it takes to be successful in your industry and tailor the training and materials specifically to your business, providing your team with a solid framework for success. Contact our team today and receive a free consultation.