Tools for Getting the Results You WantDesired results never automatically materialize just because you expect the best from your people. Desired results are only achieved when you (1) clearly define those results, (2) ensure that everyone involved becomes genuinely aligned and assumes full accountability to deliver the specified results, (3) actively and frequently monitor progress toward each of the results, (4) make the needed course corrections along the way, and (5) stay completely engaged until all of the desired results are realized. That’s how it works.
So, to the question above, if you’re doing all of that and still not getting the results you expect, what should you do? First, make sure you really are doing all of that by applying the Accountability Sequence—FORM, Communicate, Align, and Inspect. If the Accountability Sequence is solidly in place and the desired results are still not forthcoming, find out why by holding the LIFT Accountability Conversation with the person or group who is your Critical Link, i.e., the person (or group) who has the greatest potential for not delivering on his or her Key Task. Begin by asking this person, “Why aren’t you making the progress you really want to make?” Then have a conversation about that and use the following questions to drive the conversation:
• “What are the obstacles getting in the way of making progress?”
• “Which of these obstacles do you most need to overcome, and why?”
• “What else can you do?”
• “What actions are you going to take?”
Having this conversation with people is important because it helps them realize what obstacles are thwarting their efforts, gets them to identify the ones that they can influence, enables them to figure out a way to overcome these obstacles, and finally makes sure the they have a plan and are engaged in implementing it.
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