Raising the Floor: Strengthening Your Business from the Bottom Up
We’re constantly striving to set new records and reach new heights, but there’s another dimension that leaders often forget about – raising the floor.
The concept of “Raise the Floor” (popularized by author Benjamin Hardy) has been gaining traction as a simple yet powerful challenge to the traditional approach of solely focusing on improving peak performance.
Imagine your company's overall monthly performance as the average of your best and worst months. Typically, leaders will default to try and enhance peak performance, to raise the ceiling and achieve new milestones.
However, there's an equally impactful strategy: elevating the floor. Your floor represents the minimum standards you're willing to accept on a month-to-month basis. By improving these standards, you inherently boost your overall performance.
In discussions with various clients, the concept of raising the floor has sparked engaging conversations and led to a renewed focus on setting higher minimal standards throughout the company. Let's dive into why this concept is crucial and how it can be applied across different facets of business.
The Power of Minimal Standards
Your floor serves as a baseline for performance. If you're only concentrating on pushing boundaries and achieving new highs, you may inadvertently neglect the foundation—the minimum standards that form the backbone of consistent performance.
Consider your sales team, for instance. While pursuing record-breaking deals and revenue is essential, it's equally important to establish and elevate your minimum sales standards. This could involve refining your lead qualification process, enhancing customer communication, or improving response times. By raising the floor in sales, you not only ensure consistency but also create a solid foundation for sustainable growth.
Culture: Shaping Behaviors and Values
A company's culture is profoundly influenced by the lowest standards of behavior it's willing to tolerate. Your standards set the tone for the entire organization. There are numerous instances where a company tolerates behavior that is detrimental to its culture, often due to personal relationships or other reasons.
Identifying and addressing these cultural pitfalls involves raising the floor on acceptable behavior. It means establishing clear expectations for how team members should interact, collaborate, and contribute to the overall work environment. By doing so, you not only improve the quality of your workplace culture but also eliminate elements that could erode it from within.
Case in Point: People Dynamics
Reflect on the times when a person, despite not being a cultural fit, was allowed to persist within the organization. Invariably, their presence negatively impacted the culture. Raising the floor in terms of cultural expectations involves addressing such situations promptly.
Coaching is an invaluable tool in leveling up individuals, aligning their behavior with the company's values. However, when coaching doesn't yield the desired results, making the tough decision to part ways with someone who doesn't meet the minimum cultural standards can be a game-changer. The relief experienced by the company after such a departure is a testament to the power of raising the floor on people dynamics.
The Holistic Approach to Performance Enhancement
When aiming to elevate performance, be it in sales, culture, operations, or any other aspect of your business, a holistic approach is key. It's not just about reaching for the stars; it's about ensuring a strong foundation that supports sustainable growth. Raising the floor complements the pursuit of excellence by addressing the core elements that underpin consistent success.
As a business leader, ask yourself: Are you overlooking the potential impact of elevating your minimum standards? Are there areas within your organization where the floor could be raised to drive overall improvement?
Implementing "Raise the Floor" Strategies
Assess and Identify: Begin by assessing different aspects of your business, from sales to operations to culture. Identify areas where minimal standards can be clearly defined and enhanced.
Communicate and Align: Clearly communicate the updated minimum standards to your team. Ensure alignment across all levels of the organization, emphasizing the importance of these standards in achieving sustained success.
Continuous Improvement: Treat “raising the floor” as an ongoing process. Regularly review and reassess your minimum standards, making adjustments based on evolving business dynamics and industry trends.
Coach and Develop: Invest in coaching and development programs to uplift individuals who may fall short of the new standards. Provide the necessary support for team members to grow and contribute positively to the organization.
Celebrate Success and Iterate: Acknowledge and celebrate achievements resulting from raising the floor. Use success stories as a springboard for continuous improvement, iterating on the strategies that yield positive outcomes.
Elevate, Sustain, Thrive
So all in all – while raising the roof sounds fun, maybe it’s time to start raising the floor instead.
True and sustainable success lies in the balance between soaring peaks and a solid foundation.
"Raise the Floor" isn’t just a concept – it's a strategic approach that ensures your business stands on sturdy ground while aiming for the stars.
As you continue to lead your team and navigate this crazy world, remember that elevating minimal standards can have a profound and lasting impact. By focusing on the floor, you not only strengthen your organization against potential pitfalls, but also create a high-performance culture that will drive your business towards long-term success.
