In 1994 I was in St. Louis wrestling in the AAU national wrestling tournament. I had done well and made it to the quarter finals. However, I lost that match by two points – the only points scored in the match. I had shot in on his legs for the take down, but somehow, he countered and ended up taking me down.
I rarely did this, but I was so baffled by it that I found him afterward and asked what happened. “You hesitated after the shot. It was just enough for me to counter.” I hadn’t followed through with the take down and lost the match.
In business, poor follow through is one of the most common mistakes businesses make.
Some say this is a question of integrity. I think it moves beyond that. It is a question of systems and habit. We have every intention of following up after the service, calling that lead one more time, or getting back to someone. Often when a ball gets dropped, we have a tendency to just leave it and hope no one notices. Eventually they do. We judge ourselves by our intentions, but the world judges us by our actions.
As a business, balls get dropped by the team because we have not put together the processes and not created good accountability. Creating a habit for our team and a culture that enforces those items are the key to creating a business that exceeds expectations.
So what now? How do you follow through better?
Take a look at your habits, systems and accountability. Pick one, work at it until it improves. Then, move on to the next.