If your company’s growth has stalled, and what got you to this point isn’t getting you any further, it’s a pretty good bet that you need to make some changes in your business. You may know what changes you need to make, you might have even hired a consulting company to tell you what changes to make, but for some reason, you’re still not making them.
The reason: change is hard! But if you recognize the obstacles to change, you can remove them. Three major obstacles to change are:
- Lack of Buy-in or Motivation
- Force of Habit
If you have ever made a major change in your business or your life, you know how overwhelming the process can be. Large changes usually come with multiple steps, a large upheaval in the way you do things, and uncertainty. Just thinking about it can be paralyzing. You might not even know where to start, so you don’t!
The solution – minimize the change and be specific. Instead of making multiple changes all at once, or one large non-specific change (such as overhauling your entire business), start with one small, specific change. And choose a small change that will have a big impact.
For example, if you want to increase your sales, you could revamp your entire sales process. Overwhelming!
Or, you could evaluate your sales process, and pick one step in the process that you have a significant amount of control over, that largely impacts your sales results. Then, determine a small, easy to implement change that will increase your sales. Be very specific – such as each day, each salesperson will make an additional 5 phone calls to prospects or existing customers.
The key to success is to make one change at a time, and no more. Once you see a change in your result, you can either continue to tweak that initiative as necessary, or move on to the next one. Besides reducing overwhelm, another benefit to making one change at a time is you can tell what is and isn’t working. Think of your business as a piece of machinery. If you want to adjust the machine, and you turn 5 dials at a time, you don’t know which dials had what affect! But if you turn one dial at a time, you know the affect of each dial.
As you start to see results from your small change, you are going to feel good, really good. And those positive feelings will propel you forward to make a series of small changes, and experience a series of small wins, which add up to a big win!
This post is the first in a series of three. Stay tuned for upcoming posts on how to combat lack of buy-in and force of habit!