I am physically active through tennis, spinning, running and working out at the gym. To measure your fitness level, the ability to recover is the key. Certainly, on some days this is harder than others — not enough sleep, not eating right, etc. So, can we take this approach to better manage our business?
Many examples within our working lives create disappointment and frustration. The key is how quickly can we move on? What can we learn to decrease the likelihood of these repeating, just like getting more rest or eating properly makes for a better workout?
Scenario 1: employees
Let’s say you’ve mentored an employee of three years and have high hopes for his or her continued involvement with your company. However, this employee is resigning to pursue another opportunity. This is disappointing from both a personal and professional perspective. How can you recover?
- Do a personal debrief. Review your prior involvement (training). Did you spend enough time on the top performer versus trying to rehabilitate troubled performers? Did you lay out career options and opportunities? Is this a case of the employee simply indicating it’s time to move on, as if he/she had an expiration sticker?
- Don’t outwardly show your disappointment, like losing a point on a game that you know you should have won. Regroup and plan your next moves. Refocus on those who can add value. Remember, none of us are irreplaceable.
Scenario 2: prospects
You’ve been pursuing a prospect for a fairly long time. You’re finally presented with a real opportunity and your conversion rates for these are outstanding. Your prospect sends you a text saying they’re going in a different direction. How can you recover?
- Do a personal debrief. Did you do everything personally and professionally possible to succeed? Did you articulate a true-value proposition? Did you obtain feedback as to why you lost?
- As frustrating as the situation may be, take a swig of a performance drink (or something similar) and focus on what’s still out there. You tried a difficult, but not impossible, shot. Go get the next point — towel off and remember why you missed. Or, was it a bad line call?
Scenario 3: clients
You just disappointed a current client — not a major issue, but it bothers you. Whether it was within your control or not, you take full responsibility. It doesn’t happen much, like a solid backhand that you make 99 out of 100 times. How can you recover?
- Do a personal debrief. Did you clearly communicate expectations to your team and client? Did you fall on your sword and not disagree with your client, even if it was painful?
- Turn around, go back to the base line, literally, and review the basics, so the likelihood of it happening again is non-existent.
We train hard. This improves our physical conditioning and we know it based upon our recovery. The same applies in business.
Elliot N. Dinkin is the president and CEO of Cowden Associates Inc. Elliot’s strategic approach assists clients in the development of a total compensation benefit package that controls costs, adds efficiencies and enables the employer to attract, retain, motivate and keep employees engaged while meeting company objectives. Through his guidance, employers become more competitive by creating total compensation packages verses viewing benefits in silos.
