If you look at most areas of your life, you will notice that there are always 2 elements at play, namely, your motivation to do something (attitude) and the skills you possess to do those things (performance). In order to be successful at whatever you choose to do, it is ideal to act at a high motivation level and have the necessary skills to do what you want to do.
Have you noticed that sometimes in life you will be very motivated to do something but find you do not have the necessary skills? Or, have you found that you may have the skills to perform a task or activity but you lack the motivation to do it? When you feel stuck, ask yourself if it is an attitude related issue or a performance related issue. Depending on the answer, your solution will be found and dealt with in very different ways.
This mix of performance and attitude is highlighted in team environments and specifically in sales team where team members need to be operating at high performance levels and have a good attitude, in order for the team to be working effectively and efficiently. The article to follow will offer guidelines on how to get and keep a team at the optimum levels for consistent performance.
The Quadrants below depict the 4 different combinations of performance and attitude that you will find in team environments.
High Performance/Low Attitude and values
These team members must know that they are not indispensible. Although they contribute to the top line and perform well, they can be a disruption to the team due to their bad attitude.
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High Performance/High Attitude and values
Managers and Owners would want the majority of the team here. Performing above target with a positive attitude towards work, the team and the Company. |
Low Performance/Low Attitude and valuesTeam members who perform poorly and have a negative attitude drain the team and need to move onto an environment that they are better suited to. These team members need to be reminded that they are here out of choice.
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Low Performance/High Attitude and values
Although these team members are not performing, they have a positive attitude towards work. By working with them, productivity can be improved. |
Step 1: Align team members to the relevant quadrants with at least 3 reasons why you have chosen that particular quadrant for that particular team member.
Step 2: Open this up to the team as an exercise and ask them to pinpoint where they see themselves and ask them to offer you at least 3 reasons why they have chosen that particular quadrant.
Step 3: Consult with team members individually to reach consensus, listing the reasons that both parties have mentioned. You will end up with a list of performance related points which will relate to skill levels and a list of attitude related points which will relate to the motivation levels of the individual.
Step 4: Schedule a group training session to work through all the reasons listed. Celebrate the positive and good points on the list and find ways to ritualize/formalize these tasks/activities/attitudes. Brainstorm solutions to move all team members to the top right quadrant.
“When you change the way you look at things, the things you look at change.”
Wayne Dyer
“If your actions inspire others to dream more, learn more, do more and become more, you are a leader. “
John Quincy Adams
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