The challenge most sales organizations come up against during their annual meeting is ensuring that the time, resources and investment converts to increased sales performance and revenue growth. Often, the talent brought in to entertain the team leaves them feeling “really good” at the moment but rarely translates into action once they get back in the field.
Sales leadership is now reevaluating the keynote speakers and breakout trainers that they hire for conferences, recognizing that the focus on ROI has never been more important.
I know you haven’t had time to study, but I’m confident that you’ll pass. The good news is that there is only one question, here it is: “What would the average American say is more motivating and fun; Work or Sports?”
The answer is obvious – the Super Bowl, Kentucky Derby, March Madness, the World Series and other sporting events draw millions of spectators each year. How many people showed up last year to cheer on you at work?
Have you ever wondered why sports are so motivating? In fact, not only are they motivating to the players but also to spectators. Can you imagine people – fans – coming to watch you work? Paying for the privilege of seeing you in action. One of the key reasons sports are stimulating is that in sports we keep score.
Years ago, when I began my business career (carbon dating says that was exactly 1,000 years ago) I recall my best bosses and other successful business people sighting a common trait that was considered essential for success, that trait was discipline.
When people ask: “how are you?” my wife Judy is fond of saying “We’re having a good moment.” It’s not that Judy is negative, if you’ve ever met her you know she is quite the contrary. But she knows that there will be times when we face difficulties and challenges. It doesn’t matter who you are, what you do, or how successful you are, you will have trials.
If I visited your workplace would I see consistency or chaos? Would I observe structure or fire-fighting? Would I first notice the processes, or the ad-hoc activities? If chaos, fire-fighting, and ad-hoc activities describe parts of your business, you may need better systems.
Sometimes the biggest barrier to achieving what you are capable of in life, is your own fear. It might be a fear of failing, a fear of rejection, a fear of criticism, even a fear of embarrassment; the list of possible fears in endless. Too often, fear paralyzes and derails good intentions, and keeps you from moving ahead and creating the life you truly desire.
Often success is the results of staying in the game and playing one more play, when everything in you feels like stopping. It’s natural to get discouraged when you’re working to reach the next level to create breakthrough, and progress seems glacial. Not everything you do will meet with success. In fact, much of what you do will likely have limited impact initially. The key word is initially.
In the chapter on Intentionality in our book The 12 Week Year, Mike and I argue, that “to realize your potential, you must be mindful about how you spend your time.” This is because everything that you accomplish in life is heavily influenced by the way you allocate time. To be intentional about your results is to first be intentional with your time. The supply of time is inelastic, perishable, and limited, and that’s what makes it the most valuable resource that you possess.