Par Randy Gage
Un jour, je me plaignais à mon parrain de mon équipe. La plupart des membres de mon équipe semblaient être paresseux, n’amenaient jamais d’invités aux présentations et semblaient juste vouloir attendre que leur propre groupe les rende riches. Je me demandais pourquoi ils ne pouvaient pas être plus comme moi.
Malheureusement, c’était ça le problème. Ils l’étaient.
Et c’est ce qui est fascinant dans cette activité merveilleuse et étonnante, mais aussi folle et frustrante, que nous appelons Ventes à Effet de Levier. Parce que tout ce que nous faisons revient au premier cercle, celui qui contient le mot «vous».
Ce n’est pas un point de vue populaire à partager dans le monde des affaires aujourd’hui. La façon dont beaucoup de gens placent les consultants dans leur structure a certainement créé une culture du droit dans l’entreprise. Beaucoup de gens exigent des retombées et les considèrent comme leur droit naturel. Donc, si leur parrain n’a pas construit une bonne partie de leur structure pour eux, ils sont prompts à rejeter la faute sur ce parrain pour les résultats moins bons qu’ils obtiennent.
D’autres encore rejettent la faute sur leur équipe. Il est très facile de blâmer notre entourage et d’insister sur le fait qu’il n’a pas fait assez pour nous rendre riches. Mais, bien sûr, il ne sont pas des employés dans notre entreprise, mais des bénévoles.
Le boni déposé sur votre compte chaque mois porte votre nom, celui de personne d’autre. Une fois que vous avez accepté cela, vous êtes prêt à créer le succès. Et pour ce faire, vous devez opérer en accord avec la Loi du Premier Cercle.
Nous sommes responsables de commencer, de tester la voie, de trouver ce qui fonctionne, puis de partager ces informations avec ceux que nous amenons dans l’entreprise. Nous sommes une combinaison unique de mentor, de coach, d’enseignant, de commandant et de partenaire. Les gens ne travaillent pas pour nous, ils travaillent pour eux-mêmes. Mais, bien sûr, ce qu’ils font impacte nos propres résultats et revenus.
La meilleure formation que j’ai reçue pour notre entreprise est venue de l’extérieur de l’industrie. Ce qui m’a le plus aidé, c’est le travail que j’ai effectué à la tête du conseil d’administration de mon église et de quelques autres organisations à but non lucratif, car dans chaque cas, je travaillais avec une armée entièrement bénévole. Et quand on ne peut ni embaucher ni licencier des gens, on est obligé d’apprendre à inspirer, à diriger et à s’associer pour atteindre un objectif commun.
Donc, c’est ici qu’on commence, car on peut faire toutes ces choses par la façon dont on gère le premier cercle. Et le premier cercle est la seule chose que vous pouvez vraiment contrôler…
Vous pouvez dire que vous allez parrainer dix personnes ce mois-ci, mais vous ne pouvez pas le contrôler, car chaque candidat prend sa propre décision de signer ou non l’adhésion. Vous pouvez vous fixer comme objectif d’atteindre un certain niveau à un moment donné, mais, là encore, ce n’est pas sous votre contrôle non plus. La seule chose que vous contrôlez est ce premier cercle. Vous contrôlez le nombre de livrets 11 Secrets et de magalogues Super Immunité que vous faites circuler. Et combien d’invitations vous lancez pour que les candidats regardent l’une des puissantes vidéos d’information proposées par Immunotec. Le paradoxe est que lorsque vous contrôlez votre propre cercle, cela influence tous les autres cercles de votre organisation. Vous provoquez un certain comportement, mais vous le faites en modélisant vous-même ce comportement et en étant l’exemple que les gens décident de dupliquer.
Ce que vous apprendrez en cours de route, c’est que vous ne développez pas votre réseau. Vous faites grandir vos gens, et ils font grandir le réseau. Mais tout commence avec vous, les principes, le comportement et la culture avec lesquels vous dirigez.
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