The first step is to eliminate activities from your work that don’t contribute to results. This is similar idea to Australia’s mantra in their America’s Cup Campaign, ‘Whatever makes the boat go faster’. This essentially means that anything that slows the boat down or doesn’t make the boat go faster, doesn’t get on the boat.
In automate we simply look for technology solutions that can take care of essential tasks for us. The idea here is that you don’t want to employ that (delegate) to do work that can be done by a machine. When looking to automate tasks, you want to use technology solutions that fit with your workflow, rather than getting seduced by fancy software that requires you to change the way you do things and ultimately ends up slowing down the boat.
The final step is to delegate. The conventional mindset in business is to delegate as much as possible to free yourself up to do the important work. We suggest that you should look at delegating as little as possible by eliminating unnecessary activities first and automating essential activities next. Delegation is expensive, time consuming and prone to human error and should be done sparingly. Only after you have eliminated and automated should you look at delegating the lower value activities that still need to get done.
In applying these lessons to Super-Pros, you must change the way their role is structured (by eliminating the unnecessary), systemize key activities with technology (automate the essential) and get support staff to take care of any lower value tasks that are left over (delegate the necessary). Creating leverage is a challenging process that requires a lot of involvement from the Sales Leader. It’s also a process that Sales Leaders need to do for themselves. Imagine the impact you could have if you could spend more time leading your team rather than filling in reports.