Monthly Archives: January 2014

The Devil’s in the Details

When I was a little girl I asked my mom to tell me about the devil. She went into the history of evil and explained to me how the devil was tempting people to do naughty things. She was thorough and accurate.

Until I started bawling hysterically.

When she asked me what was wrong I told her that I didn’t want to be evil or trick people into doing the things that they shouldn’t do. Confused she asked why I thought that was me. Sheepishly, I pulled out a t-shirt that my grandma had gotten me that coyly says “I’m a little devil”.

Image

Then my mom, feeling terrible, had to back-peddle and explain the difference between what the shirt meant and the doctrinally sound explanation previously given. She did a decent job but we both knew the damage couldn’t be undone. That bell couldn’t be un-rung.

How often do we assume we know where someone is coming from and just answer their question from the depth and breadth of our knowledge? How often do we seek to share our expertise rather than seek to understand their position?

When we do this we dig a hole, getting out of which may be impossible.

Sandler’s solution is to ask clarifying questions any time a prospect inquires about anything that we aren’t 100 percent certain of the reason or back-story. It takes practice. Some even say it’s manipulative.

But I suggest to you that the manipulative thing to do is to assume we know what someone needs before truly understanding from where they are coming. It’s manipulative to be so concerned with selling our product or service that we push through without taking the time to listen and gather information. It’s manipulative to be more concerned with getting a deal than getting to the truth.

So the next time you are asked a question, pause briefly to determine if you are certain why they are asking such a question. And if not, ask them a question back. You’ll be surprised at the new—and helpful—information you learn.

For more information on Sandler Training Solutions visit http://www.flywheel.sandler.com

Tagged , , , , ,

Push-on or Move-on?

ImageAnswering the difficult question of when should you try a different tactic versus when should you keep on keepin’ on.

In Jim Collins’ book Good to Great he metaphorically references the flywheel (‘a heavy revolving wheel in a machine that is used to increase the machine’s momentum’). It’s incredibly difficult to move but once it is moving it’s incredibly difficult to stop. So, too, can our actions work when striving to reach our goals. But…

There’s bad news: sometimes it can feel as if nothing is happening in those early, critical stages.

In my five steps to goal achieving (listen to audio here) the fifth step, Review, Re-evaluate, and Redesign, is critical. Doing so allows us to adjust our plan because it’s likely that the way we envisioned is not the way our goals transpire. But…

There’s bad news: we may move on to something else before the seeds we’ve sewn have had a chance to take root.

So, what’s a goal achiever to do?

That same question came out recently as I was working with a client. It can be tough to decipher but from that discussion I outlined five steps that will help you determine your ideal course of action.

  1. Track and review data
  2. Lay out your road map
  3. Make a pro-con list
  4. Consider past history
  5. Trust your gut 

1. Track and review the data. If you haven’t been tracking, you need to start—immediately—and then give it 30-90 days depending on the goal. Key metrics you may want to include are time based (how long does one activity take ), quantity based (how many X do you need to get Y, and how many Y do you need to get Z). If you know based on your collected data that it takes 10 networking meetings to get one new client (10 hours) and that it takes 150 cold-calls to get one client (five hours). It becomes easier to choose cold-calling over networking even though networking might be more fun. Thusly, if you are deciding whether to keep doing what you are doing versus try something different, if you don’t have that kind of empirical information, you will likely go with what feels better emotionally, and that may not be wisest.

2. Lay out your road map. Laying out your road map includes running through both possible scenarios and the logistics of each. It sounds silly or even redundant but it’s important. Doing so can ferret out obstacles that were glanced over previously. For example, I was considering joining a networking club on Thursday mornings. It happens to be at the same time as one of my company’s group trainings. That was fine, because I don’t teach that particular class. But sometimes I am asked to fill in. Although, not often enough to stay within the 75 percent attendance requirement. But what happens if I get a client from the group? They won’t be able to attend our company’s group training because they have the same meeting! Therefore, it wasn’t a good fit for me, even though I had been considering this group for months and nearly made the investment. It wasn’t until I mapped out my entire process-flow that I saw the serious glitch in pursuing this avenue.

3. Make a pro-con list. I have used this technique many times and it has consistently provided insights. I do a pro-con list for each option because sometimes a pro for one is not necessarily a con for the other. Then you can count the pros and subtract the cons or you can ascribe weighted values to each the pros and the cons. You can try both or do something entirely different. But the idea is to brainstorm all of the little things that maybe don’t mean much as a stand-alone item but seeing a half-dozen on the page starts to highlight a significant difference. Furthermore, qualitative aspects can be included. For example, comparing the networking event and cold-calling I might include “I hate cold-calling” in the cold-calling cons. That way, it gets represented but it’s not the be-all-to-end-all decision-making criteria. Yet, if all other things are equal, I can choose to continue networking.

4. Consider past history. While your goal may have something to do with breaking bad behaviors that aren’t serving you anymore, our history of behaviors can’t be excluded entirely. For example, suppose I am considering whether to adopt a networking strategy but I have never effectively networked and in fact I’ve started and quit a number of times. In this scenario I’m going to have a lot of baggage if I switch to this strategy solely because I don’t want to cold-call anymore. That’s not to say it can’t be done, it’s to say it is an additional obstacle to consider. Furthermore, if I have a history of “strategy hopping”, that should be considered before I forgo any accrued momentum switching what I am currently doing for the proverbial greener grass.

5. Trust your gut. This is last point for a reason—well, a few reasons. For one, you should only trust your gut infallibly if you have enough evidence that your gut has served you well before (as opposed to it having led you to “strategy hop”). Secondly, trusting your gut should be used in conjunction with reviewing the data. Very rarely does a situation go ideally when the gut-instinct completely contradicts the data. You could be the anomaly but this article is about increasing your odds, not winning the goal-achieving lottery. Lastly, your trusting gut is a muscle not unlike your biceps. As you work it, safely, you build it. You wouldn’t go to the gym and curl 150 pounds out of the blue. Train your gut by including him in the decision but not letting his emotions rule the day.

Follow these steps for more clarity on whether you need to take a new route or keep the path. If you are still confused, continue doing what you are doing. The reason being if you cannot come up with enough conviction to move on after working through this process, then it’s likely you are experiencing a bout of temporary frustration with the current path. While I can relate and empathize with that, there are more than a few anecdotes about one’s biggest breakthroughs occurring after the adrenaline rush wears off.

You only need to look at the Good to Great examples or the metaphor of the flywheel to observe this occurrence.

Tagged , , , , , ,

Success by Osmosis

garfield_osmosisI remember this Garfield poster hanging on my fifth-grade classroom wall. Garfield had books roped around his head and he was attempting to learn by osmosis—a concept for which I ached to be true. It was a joke of course because, you can’t learn by osmosis. Or can you?

First of all, do you remember the fifth-grade science concept of osmosis?

Technically: a process by which molecules of a solvent tend to pass through a semi-permeable membrane from a less concentrated solution into a more concentrated one, thus equalizing the concentrations on each side of the membrane.

Or, less technically: what is denser will fill what is less dense until both parts are of equal density.

Consider your goal (basically a goal is something you are learning to do, how to earn or how to become, right?). Now consider what forces are in a sense pulling you away from, or pulling you toward, your goal.

Are there people in your life that are naysayers, doubters, and Debbie-downers pulling you away from the achievement of your goal? Or are you surrounded by people who are cheerleaders, accountability partners, and challengers lifting you toward it?

Are you using the time in your car to listen to music and commercials which distract you from your plan? Or are you listening to motivational, educational and inspirational CDs and books?

Are you socializing too frequently without purpose? Or are you mentoring someone or being mentored?

Do you read books and magazines that are helping you reach your goal? Or do you solely read your Facebook newsfeed for hours on end and get sucked into the black hole of social media negativity?

Is your TV blaring from the moment you get home from work until the moment you go to bed? Or do you have partake in something like a Power Hour where you are actively and purposefully building momentum toward the achievement of your goal?

Hear me clearly that none of these things alone is bad: music, socializing with friends, fiction-reading, social media, etc.

Where we tend to run into problems, however, is when we let these time- and energy-sucking activities control us rather than controlling them. We can easily get sidetracked from our goals when we allow these things to creep into our lives like the proverbial frog slowly boiling to death as the pot of water heats up.We don’t even notice being distracted and ruined by them, it just happens a little more at a time.

In my five steps to goal achieving, step number four is to live intentionally (you can listen to the audio here). In doing this, we can use some of our vices as rewards, or we can insert these activities into our day in a controlled fashion. It’s not necessarily how you choose to do this, just that you do.

I like to tell people that the degree to which you lives intentionally is the degree to which you will achieve success.

If a person chooses to partake in time-wasting activities that slowly begin to control his precious time he risks losing his drive and determination. In choosing to be surrounded by success-draining individuals he forgoes the very creativity that inspired the goal in the first place and the energy to persistently attack it. In effect, he will have failed by osmosis.

However, if a person makes a concerted effort to be surrounded by other successful people, immerse himself in his goal, and live intentionally, he will effectively influence his success—through osmosis.

Garfield may have been missed the mark, albeit humorously, trying to tie books to his head.  But he wasn’t so far off by suggesting that what we let surround us does indeed impact us—whether or not we notice it.

On that note, ask yourself if who and what you surround yourself with is helping to create the more successful you or is it stealing your goals from you bit by bit? Ask what else you could add to your day or week to increase success by osmosis?

 

[Author’s note: this is in no way to say that just by being surrounded by successful people and reading goal-related books one will become successful. Action is absolutely required. However, by doing the aforementioned activities, action becomes easier and more likely; creativity and motivation more freely flow.]

Tagged , , , , ,

Just Enough Never Is

ImageI graduated yesterday with my Master’s Degree in Business Administration. Officially I completed coursework in August but the pomp and circumstance was held this past Saturday in front of friends and family. In the keynote address our class was advised that Masters’ Degrees are now becoming more necessary to differentiate as Bachelors’ Degrees are nearing some 40 per cent of the work force.

 

No, this isn’t a plug for my degree or even a pat on the back—though I do feel proud and would recommend the experience to many.

 

The point of this is to examine ourselves, our business and our market to see if we are merely producing at average levels as the bar for success becomes higher.

 

Fifteen years ago, having a website might have been enough to differentiate your organization. Fifteen years ago, earning a Bachelor’s Degree meant you probably got a job immediately upon graduation. Fifteen years ago, cars that got 20 miles to the gallon were exceptional. Today none of those things is true.

 

In fact, none of those things would even cause pause today. They would simply be, as my Marketing Professor would say, ‘Table Stakes.’ Is your level of activity today just table stakes? Is your offering to the consumer barely at ‘pay to play’ levels?

 

It’s not enough to give people what they want anymore. We must show people what they didn’t know they needed. It’s not enough to work within our job description but we must show employers how we go above and beyond. And it’s definitely not enough to accept what was great several years ago because it’s likely just mediocre today.

 

Mediocre will never cut through the noise. Average will never fulfill our dreams. And just-enough never is. If we are going to live the lives we desire, run the companies we envision, and truly fulfill our passion, talents and abilities we need to find something exceptional.

 

Certainly, an advanced degree is one of many, many pathways to exceptional. However, being exceptional is one of the few pathways to success.