Below is an excerpt from our new book. You can find it here!
Of all the lessons in this book, this is the most important one. Without a proper mindset, no amount of training or coaching will make someone a success. The challenge with this particular lesson is that no one can instill a winning mindset into another person. We all, as individuals, must make this choice on our own. However, once we have made the choice to shift our mindset, we can then seek outside guidance and help. This is why, as a business owner or manager, it is important to have a hiring process (more on this in lesson two) that helps you identify individuals who have a mindset conducive to learning, growth, and an overall positive view of life.
In order for your business to become successful, every person on the team must possess a winning mindset. That means the owners, managers, and employees must all share a similar attitude, and a desire to win. It is especially important for the management team to possess these qualities. At some point, there will be new people joining your team, and they will need to be trained by a person already equipped with the correct mindset. This is how you build a team of high performers.
There are two types of mindsets: Limiting and liberating. An individual who possesses a limiting mindset will see goals as difficult, or impossible, to reach. The person who possesses a liberating mindset will view a goal as a challenge and will search for ways to make it happen. You see the difference? One person sees the problem, the other sees the possibility. You can see why this the most important lesson. Everything else builds upon the mindset of the individuals involved.
Once, when we were both co-managing a particular business, we were tasked with growing the membership to a certain level. We both knew it was possible, and we both knew we were going to make it happen. We chased that goal for two years, and we tried everything. We had the best scripts, role played continuously, had meetings, tracked performance, and even tried huge bonus programs. Nothing worked, and we nearly lost our minds. Finally, we began researching the psychology behind winning sales teams, and realized what had been holding us back. Our team did not have a winning mindset, and overall morale was low. We set out to change that, and we did. Soon, we began breaking down barriers and reaching goal after goal. We built the membership of that business to a level higher than ever before, and the business had been operating for nine years.
Shifting the Mindset
You may find yourself in this situation: You have hired a team of people who have great attitudes and really want to do the best job possible. They are teachable and want to succeed, but they still have difficulty reaching their goals. So, what do you do when you have good people, but are stuck anyway? You shift their mindset.
If you are certain that you have hired the right team, but they still are not reaching sales goals, then it is likely your team members have differing views, low morale, or both. It could be that they have different ideas of what the goals are, how to achieve them, or what their role is in helping the team succeed. When the team is aware that they are not meeting expectations their morale will suffer (remember, how everyone feels, as individuals and as a team, will win out over everything else). To correct this you will have to shift the mindset of the team, as well as each individual. This may sound like a challenging task, but it is simpler than you may realize. In order to shift their mindset, you will have to shift their focus.