Have you heard of a Harajuku moment? I was re-reading Tim Ferriss’s book, The Four Hour Body, and this powerful concept landed with me this time. Sometimes, we need must be open to the message. See Pages 36 and 37, if you have the book.
The Harajuku moment in simple parlance is when you have reached that beautiful and painful reckoning when your mindset shifts from objective being a nice to have to a must have. You have simply had enough of – not reaching your goal, being a ineffective communicator, overweight, missing the revenue forecast or whatever you have fiddled around with without success. You have had enough of the pain. Until that moment, you wallow about. Harajuku is leverage on yourself.
Do you find yourself constantly falling into the trap of providing "how-to" advice, only to see little to no follow-through from your team? You're not alone. Many business owners face similar challenges when it comes to driving results and motivating their sales teams effectively.
As a sales coach and sales leader, I fall into this trap way too often. I started calling it the “no leverage trap!” I'd share tactics and strategies with my team, only to see little progress or change in behavior. It was frustrating, demoralizing, and ultimately ineffective.
But then I had a realization: to drive real change and achieve breakthrough results, I needed to shift my approach. Instead of focusing solely on the "how-to," I started asking a different question: What's the "must-have" that will activate the latent forces of potential within my client’s sales team? What is the driver for each client to get them to change?
One of the things Tony Robbins says is that all change happens in a moment and there is a three-part sequence: State. Story. Strategy. A few years back I am sitting in my doctor’s office. The annual poke around and run tests that always annoyed me. The doctor came in and snapped an MRI image on one of those light boxes. “I don’t like that spot right there”, he said. Immediately, my state changed from annoyed to concerned.
The story I told myself changed in the moment. What would happen to my wife and daughter if something happened to me?
I discovered that a "Harajuku moment"—a moment of pure activation and possibility—was key to driving meaningful action. Just like the urgency felt when your life or a loved one's life is on the line, this moment shifts priorities and fuels unwavering determination.
But that's only part of the equation. To sustain momentum and drive lasting change, consistent tracking and self-quantification are essential. By identifying a singular measure to track progress over time, you can gain invaluable insights into what's working and what's not. Strategy.
By converting "shoulds" into "musts," engineering your own Harajuku moment, and finding a metric to measure progress, you can break free from the trap of "shelf help" and achieve the results you desire.
This is why people suck at following advice.
So, what's the one thing you can quantify that will drive the change you seek? It's time to take action and become the hero version of yourself that you are meant to be. Your success—and the success of your sales team—depends on it.
To truly overcome the challenge of getting your B2B sales team focused on execution, a multi-faceted approach is needed.
First and foremost, it's essential to engineer a "Harajuku moment" within your team—a moment of profound realization and urgency that transforms a "nice to have" into a "must-have." This can be achieved by tapping into the emotional drivers of your team members and connecting their goals to a larger purpose or vision. For example, instead of simply setting a sales target, frame it in a way that aligns with their personal aspirations or the broader mission of the company.
What do they want? Move into a nicer neighborhood? Upgrade their vehicle? Make enough money so the family can take a real vacation?
Next, provide your team with the tools and resources they need to succeed. This goes beyond just giving them a list of tactics or strategies; it's about empowering them with the knowledge, skills, and support they need to execute effectively. Invest in training programs, coaching sessions, and mentorship opportunities to help them develop the capabilities required to achieve their goals.
Additionally, create a culture of accountability and transparency within your team. Set clear expectations and establish regular check-ins to track progress and address any roadblocks or challenges that arise along the way. Encourage open communication and foster a sense of ownership and responsibility among team members for their individual and collective performance.
Furthermore, leverage the power of consistent tracking and self-quantification to drive continuous improvement. Identify key performance indicators (KPIs) that align with your team's objectives and establish a system for measuring and analyzing progress over time. Use this data to identify patterns, trends, and areas for improvement, and adjust your strategies accordingly.
Lastly, lead by example. As a business owner, your actions and behaviors set the tone for your team. Demonstrate a relentless commitment to execution and results, and show your team what it looks like to overcome challenges and achieve success. Be transparent about your own struggles and failures, and use them as teachable moments to inspire and motivate your team.
By implementing these strategies and approaches, you can break free from the trap of "shelf help" and empower your B2B sales team to achieve their goals and drive meaningful results.
BTW – my healthcare strategy worked. Your vision is no less important. What’s your strategy to get your sales team to change their State, understand their own Story and execute on the right Strategy?
If it is truly important; I mean it must happen and you want support, I offer an onetime 45-minute strategy session. No pitch. We simply determine if you have reached a Harajuku moment.
Maybe you want more ideas, I recently launched a weekly email called Sales Velocity. It is not a newsletter or a hidden sales pitch. It is literally a weekly email where I share my 35 years of experiences in sales, entrepreneurship, and leadership (read experiences as my mistakes and short cuts for you to learn from). I share real stories that helped me become successful at every sales role and leadership role I have had. Trust me – it was not a straight line! Each Monday morning, it will arrive before the shit hits the fan, so you have a chance to absorb the ideas. Sign Up here.
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