Empowered by Fear

The good news is that basketball gas prices are on their way down. The bad news is that the reason the gas is going down again, is because the economy is supposedly such a mess. So now even the good news, is tarnished with bad news. It is everywhere, on every corner, on every radio and television station...fear. The forecasts are not real great either, with the added predictions that the storm is far from over.

I have become a minimalist. I listen to the radio only when I need some music and my Ipod is not around, and I watch TV merely to get the weather. But even as a minimalist, you can't escape the facts and predictions of what is going on in our economy. All you hear about is how many people are losing jobs, how veterans on sales forces are being pushed out after some 30 years of success. How sales jobs have become like basketball finals: single elimination. I am sure you have heard of it even if you're not a basketball fan. Basically you can keep playing in the tournament until you lose. But the first game you do lose, that's it. You are out. No second chance in light of an off day or month. That's it. Out.

In basketball I can rationalize the need for single elimination. Certainly those games would go on and on without it and there would never be a champion of the season. In business though, how do we rationalize such behavior? Let's suppose that a particular sale for that month is so large that it triples the monthly quota, but yet the next month they come up empty handed. Is that a sign of failure? Or is that merely a sign that each month may not be indicative of what sales will be coming in that quarter?

In basketball doesn't that actually promote the opposite of what the company actually wants to achieve? If sales could be so high that they blow monthly numbers out of the water, then why ear mark a salesperson by their monthly number? Won't that merely make the person hold off on gathering large amounts of money whenever possible, but support them to behave more like that of a squirrel? Hoarding nuts aimlessly away for the months that they need it?

Clearly this does not seem like a wise business proposal on paper, yet crazy things are happening like that every day in this economy all due to fear. It is not just employees at the whim of their superiors operating in fear, but "fearless" leaders that are operating out of fear. Fear from the top trickles down everywhere, making everyone the polar opposite of what everyone needs right now...productive.

This is not basketball, this is the livelihood of people who have been successful, year after year. And while it is necessary to keep in mind our bottom line, we also need to keep in mind that we now have to make careful decisions, so that when this situation has turned around, there will still be a thriving business to look at. Is getting rid of your yearly producers who are struggling now, going to help you now or in the future? Or simply prove a point?

So, what is the answer? As business people we certainly need to be proactive about protecting the bottom line, but playing "single elimination" may not get the results you are hoping to achieve at all.

Start with the basics:
1 - What do you want to achieve?
2 - Who have been your critical players in your company over time?
3 - What expenses can be cut?
4 - What expenses are really investments and can't be cut?
5 - What will it take to motivate your team in a very difficult market?

Cathie Black, successful business woman and author, says it well: "Fear drives people to change their tactics - instead of playing to win, you end up playing not to lose. And unfortunately, in a tough work situation where you must project confidence in yourself and your product, playing not to lose is the surest way to lose. So, instead of focusing on how steep the climb will be, break it into smaller steps."

Whether you are the boss, playing a bit of Russian roulette with your Team, or you are the team, find ways to make fear work for you, not against you. You are the basketball player with 6 seconds left on the clock. Fear faces you head on. You have a choice to focus and go for it all, the win clearly in sight or throw the ball to the referee, accepting defeat. It's your choice and your game. How will you play it?

Lesley Geller is a Business Coach. She helps successful professionals exceed their expectations of growth. She works with small business owners, as well as individuals in large corporations looking to reach the next level. Lesley graduated from the University of Maryland and is certified as a Coach through the Coach Training Alliance, which is recognized by the International Coach Federation. She is also a Freelance Writer and co-author of: 101 Great Ways to Improve Your Life.