Every problemyou face is likely a combination of three things you can control orinfluence: People, product and process. (Photo:Shutterstock)

We have the privilege of working with some unbelievablyeffective leaders every day; however, they would tell you they workhard to be an effective leader.

Most agencies are owned and led by people who spent the majorityof their careers as successful salespeople. Most of them stillspend much of their time in sales-related activities, with littletime to lead, much less develop their leadership skills.

Related: What it takes for effective leadership in today'sworkforce

KevinTrokey is founding partner and coach at St. Louis-basedQ4intelligence.

Because of their focus on sales, too many agency owners/leaderstend to ignore problems when they arise. Often, they willintentionally ignore problem-solving responsibilities and doubledown on sales efforts. They rationalize that "revenue forgives allproblems."

Placebo effect

I'm not saying adding revenue can't make some problems go away,but it can't cure issues that threaten the viability or trajectoryof the organization. The complexity of problems that threatenbusinesses can be overwhelming. Many factors are uncontrollable andlead to a sense of helplessness; it's no surprise most problems areignored.

Every problem you face is likely a combination of three thingsyou can control or influence: People, product and process.

Unfortunately, most owners/leaders are reluctant to deal withpeople issues, and don't understand processes. This results inputting too much emphasis on product. They feel if they acquire the"right product," it will fix everything.

If internal operations are an issue, the response is to buy anew solution. If a lack of new business is an issue, the responseis to buy another "value-added" product to give away.

Adding fuel to the fire

Adding distractions without a proper process or the necessarytraining will make things worse. But it doesn't have to beoverwhelming.

Using the people-product-process framework keeps you focused.Take any particular challenge you are dealing with right now andassess the following:

People

Have we prepared our people to address this problemsuccessfully? • Have you discussed the problem to ensurethey understand why it must be fixed? • Do you havepeople motivated to be a part of the solution? • Have youprovided the training to help ensure their success? • Arethey capable of solving the problem, once trained? • Doyou hold everyone accountable?

Product

Don't waste time looking for the "perfect" solution. Commit to asolution you are comfortable using and believe will remain relevantand effective.

Process

Have you created processes that ensure the products are usedeffectively, efficiently and consistently?

Next time a team member performs a task, have them document thesteps. It likely isn't perfect, but you can now identify theopportunities for improvement.

It may not be easy

Solving problems isn't easy, but you have no choice. Find thefocus to ignore what you can't control. Find the discipline toaddress what you can.

Read more: 

• Focus is a superpower: Tips for greatleadership
• The influence of compassionate leadership onemployee benefits
• 10 commandments of time management for salesprofessionals short on time