simplify

I work in a very complex division of my company.  There are multiple advertising products to sell and several sales messages to pitch.  There are times when our sales reps lose focus and they're not sure what to sell and how to sell it.  Communication problems are prevalent.  Goals aren't clearly defined.  Budgets are too high.  The compensation plan recently changed.  Complexity creates a environment of fear.  Fear breeds upon itself.  It starts with, "I'm not good enough."  Soon enough it becomes, "My boss doesn't think I'm good enough."  Then, "I'm going to lose my job and that will hurt me."  Paralysis sets in and nothing is accomplished. What can we do?  Simplify!  My business line has a new EVP.  She has defined three goals.  1) Increase new sales; 2) Increase the average order size; 3) Increase our retention rate.  All projects and sales goals are evaluated on these three clearly defined, simple goals.  It's so much easier when you simplify.  You know where to direct your efforts.  You choose the products to sell that drive toward these goals.  You know what to do.  You are confident.  The budget is no longer too high and the compensation plan makes sense.  You can do this!

The KISS principle applied.  Keep It Simple and Straightforward.  There's no need to over complicate.  Set simple goals and create projects and products to achieve them.  It sets a winning attitude throughout the organization.