Motivating your team towards agency growth can often be like a game of War; its not about winning the battles, its about winning the war. Even in my own agency, we face this challenge on a routine basis. However, I believe we have established some methods that are making improvements.
The key to success is turning each team member into their own competition. When you can get each team member to know how many account rounds they handled each month you can empower them to get one more, then another, and so on. This allows you to celebrate when people achieve, as well as allowing the numbers to alert an employee who is not achieving.
You can also take it one step further and let them know where they stand agency wide by ranking the team. For example if you are tracking retention, you can track which team member has the highest to lowest. When you rank them they know if they are at the top or bottom that month. This allows them to compete against themselves and the team.
Your staff can’t improve if they don’t know their numbers or where they rank in the agency. By empowering them to know the numbers you will see changes quickly.
Blog authored by Kelly Donahue-Piro, President of Agency Performance Partners