Statistically I am having the finest year of my 10-year tenure at Injoy Stewardship Solutions (ISS). At ISS, we help churches with leadership development, creating and/or enhancing cultures of generosity, and specifically capital campaigns.
The primary measurements for my personal success are how many church leaders are we having official meetings with to consider our services and how many churches do we actually get to help with their capital campaigns.
Recently, one of our company executives asked what I was doing that made this year so successful. I said, “Well, God is just blessing my efforts.” While that is true he did not let me off with that answer because, frankly, it is a terrible leadership answer. We often answer that way because we want to be humble and also not jinx ourselves. However, the key leadership learning for duplication is exactly WHAT is God blessing?
I unpacked several things for him but one unique item is a self-leadership and measurement tool I recently developed. For anyone who is measured “by the numbers”, I hope this tool helps you as well. Feel free to use some form of it.
This personalized self-management tool makes up my weekly report and is based upon an example of a point system found in Chapter 37, page 108 of the book Rainmaker.  The following is how I break down my individual point system:
- 1 Point for every solid lead, scheduled call, or referral. I would not count, for instance, a spreadsheet of 25 churches who signed up for a webinar. The fruit of that will come later. I would however, count a website “Contact Us” inquiry or inbound phone call to our 800 number.
- 2 Points for every conversation that becomes a major lead in the next 12 months. The key word here is major – not a “yeah we’re thinking about doing something†conversation.
- 3 Points for every scheduled presentation for church leaders to prayerfully consider our services.
- 4 Points for every contract sent out or received.
My personal goal is to deliver at least 4 points on a daily basis. If this happens each day throughout the entire year, both I, the company, and hopefully the local church will be very, very successful.  Leaders count what counts.
It is important to note that I expect more from myself than the company expects of me. This is how leaders should think. Â
It is also important you know what my primary objectives are.  My objective is to have as many conversations with church leaders as possible. And during those conversations, my desire is to serve them by identifying issues, providing solutions, and helping them build a roadmap for accomplishing their unique mission and vision. In essence, my goal is to help church leaders achieve their goals.
The goal is never the contract. The goal is helping my (potential) customers who happen to be church leaders. And if I achieve that goal enough times, the contracts take care of themselves. If my goal ever becomes the contract, I am on a pathway to failure.
So here is how I did last week.
- Monday – 4 points for 4 scheduled calls + 4 points for two great conversations = 8 points for the day
- Tuesday – 2 points for 2 scheduled calls + 2 points for a great conversation + 3 points for a scheduled presentation = 7 points for the day
- Wednesday – 2 points for 2 scheduled calls + 4 points for two great conversations = 6 points for the day
- Thursday – 1 point for 1 scheduled call + 3 points for a scheduled presentation = 4 points for the day
- Friday – 1 point for 1 scheduled call + 3 points for a scheduled presentation = 4 points for the day
It was a great week!Â
This strategy helps me better serve others.  Leaders, what one idea from this post can you implement TODAY that will help you practice better self-leadership and serve others more effectively?
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