How to sell ‘The Dream’ to your Team’
How do you get your staff truly passionate about achieving business goals? It’s all about selling them ‘The Dream’ for the business, in a way they can see value for themselves. The first step is to get clear on what is ‘The Dream’ that’s at the core of those business goals. When you know where you’re going as a company, it’s not just easier to get there, but also to give direction to others on how to meet you there.
Start at the top. Your management team are your best connection to your teams overall. When they clearly understand your why, the dream, and how they play a role in achieving that, their job is to not only to sell the dream themselves, but also to keep the dream alive. As the captain of the ship, you need to be free to focus on the direction with your crew focused on the details of sailing the boat.
Selling the dream to your team is only effective so long as you step back and trust them to believe in your vision and do their jobs to the best of their ability. The staff in your business must know that you trust and believe in them to do that. At the same time, you must allow for autonomy in your staff’s pursuit of the dream. This is why clear goals around how you want each area to be achieving the dream should be defined and communicated. Your most important role is to test & measure at this point. Have checkpoints to make sure progress in moving in the right direction and you’re not sailing around in circles or backwards.
So what happens if you hit a storm or some of the sailors want off the ship? It’s common when there is a shift in company direction for staff to feel uncertain or even openly against change. It’s not always smooth sailing, which is a cultivating a supportive office culture is your next step. You don’t have to be Google or Facebook to create a good office culture. It’s not about money or incentives but the excitement and support they all feel when they reach their goals. Building a positive office culture takes time, but it starts at the top. Lead by example in the work that you do, have confidence in the dream & be supporting and encouraging of the team.
When you start selling the dream to your managers and staff and moving towards it as a group you will start to feel that shift in culture. Now, during this time of change is the perfect time to grow the culture you want as a firm, one that will create a lasting environment for productivity and optimum performance.
Do you have your own tips for motivating teams, we’d love to hear them in the comments.