Super Agent

Leading By Example

We often talk about how to deal with and change the minds of today’s decision makers who are opposed to veering from the status quo—who make a change only after producers put in the hard work to lead them to discover the problems they’ll face if they don’t, and to see a future with better outcomes if they do.

But, what if you haven’t made it to that step yet? What if you’re dealing with a team putting up barriers to changes you’re trying to implement within your agency? Maybe you’re implementing a new sales process or you’re gaining new capabilities in order to focus on targeting larger accounts…but you’re not seeing the level of engagement and adoption you’d hoped for.

It might be because you haven’t addressed the emotional fears of your team or other likely barriers, but it could also have something to do with the leadership.

Are sales managers on board and committed to the changes? Do you have your own doubts about implementation? As Albert Einstein said, “Setting an example is not the main means of influencing others, it is the only means.” If you don’t believe in what you’re doing with certainty and if you’re not engaged, excited and available to address challenges when they arise, then your team won’t be able to transition wholly and successfully. Even worse: they may have embraced the change and are ready to become better, but when a sales manager or leader has not then their motivation and their ability to be successful will be stifled.

So, if you’re thinking about what the barriers are that may be preventing a successful transition or evolution within your agency, don’t forget to consider leading by example as an important factor.

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