When performance is measured, performance improves. When performance is measured and reported back, the rate of improvement accelerates. T. S. Monson
Measuring performance is always a difference maker for individuals or organizations. Often, however, failure comes because the measuring isn’t connected to a one-on-one reporting back of the performance. This leads to meetings where everyone’s eyes gaze at the floor, shoulders shrug and heads shake back and forth – all dismayed that the goal wasn’t met, but no one taking personal ownership or committing to personal improvement.
There is something powerful about individualized reporting back on performance. Olympic athletes and concert musicians understand what happens in the dynamics of a “coaching” relationship. This doesn’t mean you have to spend a lot of money to hire a coach. (There are huge benefits in coaching – the key is to get a coach and path that is right for you.)
Almost anyone can serve as your accountability or report back person. Most people will be thrilled you thought of them enough to ask. And that is all it takes. Simply share with them a particular goal or area of performance, give them the time frame and ask if they would mind if you called them back (or if they would call you) for a simple accounting or reporting back.
Also be certain when you are working with employees or with members of your organization that you also create opportunities for specific reporting back on performance. Without it employees flounder and groups or teams get lost in activities instead being focused on improvement and results.
With simple reporting and accountability the difference in performance can be profound. If you truly want to accelerate the rate of your improvement in any area of life or business - measure and report your performance.
Friday, February 5, 2010
Sunday, January 31, 2010
Should you be Saying NO?
Have you become a “yes” person? Do you take on commitments, agree to meetings and make promises when you know you should be saying, no? Some people say yes out of fear, some because they want to be liked and some say yes simply because they have no focus or plan for themselves. Learning to say no is vital to your success and your sanity.
You must recognize that when you say yes, but wish you had said no, you don’t do anyone any favors. The other person believes you can and will deliver as promised – so they are now set up for failure. And you begin to feel overwhelmed knowing you have far too many commitments and can’t possibly keep them all. The stress caused by saying yes is huge and can become a cracking point for you and for your business.
Many people are afraid to say no for fear of loss or that the other person might be offended. The reality is people would much rather you say no now than find out last minute that you really couldn’t do what you said yes to.
The best way to have confidence in saying no, as Stephen Covey suggests, is to have a deep and very compelling yes burning inside of you. In other words, if you have clearly established your goals and priorities it becomes much easier to evaluate whether or not you should say yes to another commitment. You will also find that by having your deeper yes, you will no longer have the big guilt when saying no.
When saying no is the right thing to say, say it! Everyone will be better off in the end for it. Unfortunately when we say yes to too many low priority items we often end up having to say no to things that are truly important. A string of unnecessary yeses can often lead to saying no to the “opportunity of a lifetime” and often we say no to it by default.
Evaluate your current commitments – if there are some that are just out of the realm of possibility, deal with them now. By regularly reviewing your commitments you will become very good at saying no when needed and saying yes to the commitments that matter most.
You must recognize that when you say yes, but wish you had said no, you don’t do anyone any favors. The other person believes you can and will deliver as promised – so they are now set up for failure. And you begin to feel overwhelmed knowing you have far too many commitments and can’t possibly keep them all. The stress caused by saying yes is huge and can become a cracking point for you and for your business.
Many people are afraid to say no for fear of loss or that the other person might be offended. The reality is people would much rather you say no now than find out last minute that you really couldn’t do what you said yes to.
The best way to have confidence in saying no, as Stephen Covey suggests, is to have a deep and very compelling yes burning inside of you. In other words, if you have clearly established your goals and priorities it becomes much easier to evaluate whether or not you should say yes to another commitment. You will also find that by having your deeper yes, you will no longer have the big guilt when saying no.
When saying no is the right thing to say, say it! Everyone will be better off in the end for it. Unfortunately when we say yes to too many low priority items we often end up having to say no to things that are truly important. A string of unnecessary yeses can often lead to saying no to the “opportunity of a lifetime” and often we say no to it by default.
Evaluate your current commitments – if there are some that are just out of the realm of possibility, deal with them now. By regularly reviewing your commitments you will become very good at saying no when needed and saying yes to the commitments that matter most.
Thursday, January 21, 2010
Until one is committed there is hesitancy
Until one is committed there is hesitancy, the chance to draw back, always ineffectiveness. Concerning all acts of initiative there is one elementary truth, the ignorance of which kills countless ideas and splendid plans: That the moment one definitely commits oneself, then Providence moves too. All sorts of things occur that would never otherwise have happened. A whole stream of events issues from the decision, raising in one’s favor all manner of unforeseen incidents and meetings and material assistance which no man could have dreamt would have come his way. Whatever you can do – or dream you can do – commit to it. Commitment has a boldness, genius, power and magic within it! J.W. vonGoethe
Commitment really is the key to success in any area of life or business. Far too many “give it a go” or “take a shot at it” without the deep and powerful force of total commitment. Many choose to try, but few commit to do. There is a huge difference.
A well known biblical verse says, “Choose ye this day…” but if you look at the Greek translation the root is a more powerful “Commit ye this day…” The difference between a choice and commitment is too big to measure though the results each produces are easy to see.
Have you committed to your path as an entrepreneur or do you simply choose to work at it day to day? The famous sea Captain, James Cook was known for burning his boats when he came to a place he wished to settle. That was a clear and vivid demonstration that he and his men were not just going to try – they were committed to succeed.
If your business is stagnate, if your energy is waning, if you find yourself vacillating back and forth on what you should do with your business – tap into the power of total commitment – then hang on for the ride of your life.
Commitment really is the key to success in any area of life or business. Far too many “give it a go” or “take a shot at it” without the deep and powerful force of total commitment. Many choose to try, but few commit to do. There is a huge difference.
A well known biblical verse says, “Choose ye this day…” but if you look at the Greek translation the root is a more powerful “Commit ye this day…” The difference between a choice and commitment is too big to measure though the results each produces are easy to see.
Have you committed to your path as an entrepreneur or do you simply choose to work at it day to day? The famous sea Captain, James Cook was known for burning his boats when he came to a place he wished to settle. That was a clear and vivid demonstration that he and his men were not just going to try – they were committed to succeed.
If your business is stagnate, if your energy is waning, if you find yourself vacillating back and forth on what you should do with your business – tap into the power of total commitment – then hang on for the ride of your life.
Wednesday, January 20, 2010
know how to use your time.
Why do some salespeople give poor prospects more time than they deserve?
All prospects are not created equally. Some are worth the continued investment of your time, resources and energy, while others will only sap your motivation, as well give you ample frustration . Why do some salespeople give these poor prospects more time than they deserve? Here are a few reasons for you to consider.
The salesperson:
1. Lacks an adequate number of good prospects so spends time trying to turn poor ones into sales.
2. Mistakenly believes that everyone is a good prospect.
3. Doesn't know the difference between a good one and a poor one.
4. Is under pressure to see more people, close more deals, and KEEP BUSY.
5. Believes with enough time, the poor prospect will come around'.
6. Believes that presentation skills or closing ability are the most important sales skills.
What is walk-away power? It is the willingness and ability to say enough is enough and move on to the next prospect. It is that point in the sales process, the qualification portion , where you discover that this prospect is no longer worth additional time. Keep them on your database and have them receive the newsletters.
I am not suggesting that you walk away forever. Prospect's circumstances can change. Today's start-up can become tomorrow's corporate giant. I am, however, suggesting that you weigh the consequences of spending too much time NOW with a poor prospect. Every hour you spend with a poor prospect is an hour you are not spending with a good one.
Here is a simple technique to terminate a prospect. I have used it for years once I discovered that the prospect was no longer worth my NOW time.
Don't waste time on poor prospects, they sabotage your success and attitudes.
All prospects are not created equally. Some are worth the continued investment of your time, resources and energy, while others will only sap your motivation, as well give you ample frustration . Why do some salespeople give these poor prospects more time than they deserve? Here are a few reasons for you to consider.
The salesperson:
1. Lacks an adequate number of good prospects so spends time trying to turn poor ones into sales.
2. Mistakenly believes that everyone is a good prospect.
3. Doesn't know the difference between a good one and a poor one.
4. Is under pressure to see more people, close more deals, and KEEP BUSY.
5. Believes with enough time, the poor prospect will come around'.
6. Believes that presentation skills or closing ability are the most important sales skills.
What is walk-away power? It is the willingness and ability to say enough is enough and move on to the next prospect. It is that point in the sales process, the qualification portion , where you discover that this prospect is no longer worth additional time. Keep them on your database and have them receive the newsletters.
I am not suggesting that you walk away forever. Prospect's circumstances can change. Today's start-up can become tomorrow's corporate giant. I am, however, suggesting that you weigh the consequences of spending too much time NOW with a poor prospect. Every hour you spend with a poor prospect is an hour you are not spending with a good one.
Here is a simple technique to terminate a prospect. I have used it for years once I discovered that the prospect was no longer worth my NOW time.
Don't waste time on poor prospects, they sabotage your success and attitudes.
Monday, January 18, 2010
Personal Goals
You don’t have to be a professional athlete or the CEO of a Fortune 500 company to set goals. Instead, what you do have to be is an individual who desires success – be it in your career, within your family, or perhaps with your personal finances.
Goal setting is simply an organized personal planning process. It is a reliable method for identifying what you want to achieve - whether in the long- or short-term, and whether in your personal life or your professional career. And the process of setting goals gives you the laser-sharp focus you need to achieve real and lasting success.
So, to start setting goals, perhaps the first step should be to simply take some time to decide what direction you want your life to take.
From there, goal setting keeps you focused on your chosen direction and can act as a reference point any time you feel you have strayed from your determined path. In this capacity, goal setting offers yet another benefit, which is to help you more accurately identify the distractions that are serving as road blocks on your path to success and happiness.
Perhaps one of the most immediate effects of goal setting is the gratification you feel when you set a goal, stick to a plan, and achieve it. You only have to do this once to know that the fulfillment and pleasure you derive from achieving your goals is a strong catalyst for returning to, and relying on, strong goal-setting techniques and methods again and again.
And, once you start setting goals and meeting them, you will quickly notice an improvement in your confidence level, which will have a positive impact on every area of your life. In working to achieve your goals, you will also soon have a better understanding of your strengths, while simultaneously developing a stronger sense of accomplishment, one that grows with every single goal achieved. Now, talk about a great return on your investment!
To effectively set goals, you must first understand that the process actually takes place on a variety of levels. It is best to start with the bigger picture here, or your life-long goals. These goals are then broken up into smaller goals, which, of course, represent your day-to-day goals (and act as stepping stones on the path to life-long goal achievement, or success). These smaller goals oftentimes can be broken down even further, in an effort to provide you with all the steps you need to take to achieve your goals – both immediately and in the future.
Once you start this process (and stick to it) it won’t take long for you to see the results, which include being able to break down even the most complex life goals into stepping stones that you can tackle every day, until you reach the bigger picture, or have achieved your lifetime goals.
And, once you have set the large, lifetime goals, you may find that the process becomes even easier (and more beneficial) if you break down the goals into specific categories. For instance, you may want to take a piece of paper and write on it various columns with headers such as career, financial, family, etc. Then, take a minute to organize your lifetime goals according – a process that has created some of the world’s most successful business people, most celebrated athletes and most recognized public figures.
Goal setting is simply an organized personal planning process. It is a reliable method for identifying what you want to achieve - whether in the long- or short-term, and whether in your personal life or your professional career. And the process of setting goals gives you the laser-sharp focus you need to achieve real and lasting success.
So, to start setting goals, perhaps the first step should be to simply take some time to decide what direction you want your life to take.
From there, goal setting keeps you focused on your chosen direction and can act as a reference point any time you feel you have strayed from your determined path. In this capacity, goal setting offers yet another benefit, which is to help you more accurately identify the distractions that are serving as road blocks on your path to success and happiness.
Perhaps one of the most immediate effects of goal setting is the gratification you feel when you set a goal, stick to a plan, and achieve it. You only have to do this once to know that the fulfillment and pleasure you derive from achieving your goals is a strong catalyst for returning to, and relying on, strong goal-setting techniques and methods again and again.
And, once you start setting goals and meeting them, you will quickly notice an improvement in your confidence level, which will have a positive impact on every area of your life. In working to achieve your goals, you will also soon have a better understanding of your strengths, while simultaneously developing a stronger sense of accomplishment, one that grows with every single goal achieved. Now, talk about a great return on your investment!
To effectively set goals, you must first understand that the process actually takes place on a variety of levels. It is best to start with the bigger picture here, or your life-long goals. These goals are then broken up into smaller goals, which, of course, represent your day-to-day goals (and act as stepping stones on the path to life-long goal achievement, or success). These smaller goals oftentimes can be broken down even further, in an effort to provide you with all the steps you need to take to achieve your goals – both immediately and in the future.
Once you start this process (and stick to it) it won’t take long for you to see the results, which include being able to break down even the most complex life goals into stepping stones that you can tackle every day, until you reach the bigger picture, or have achieved your lifetime goals.
And, once you have set the large, lifetime goals, you may find that the process becomes even easier (and more beneficial) if you break down the goals into specific categories. For instance, you may want to take a piece of paper and write on it various columns with headers such as career, financial, family, etc. Then, take a minute to organize your lifetime goals according – a process that has created some of the world’s most successful business people, most celebrated athletes and most recognized public figures.
Personal Development
To attract attractive people, you must be attractive. To attract powerful people, you must be powerful. To attract committed people, you must be committed. Instead of going to work on them, you go to work on yourself. If you become, you can attract.
We can have more than we’ve got because we can become more than we are.
The big challenge is to become all that you have the possibility of becoming. You cannot believe what it does to the human spirit to maximize your human potential and stretch yourself to the limit.
Pity the man who inherits a million dollars and who isn’t a millionaire. Here’s what would be pitiful: If your income grew and you didn’t.
The most important question to ask on the job is not “What am I getting?” The most important question to ask on the job is “What am I becoming?”
It is hard to keep that which has not been obtained through personal development.
After you become a millionaire, you can give all of your money away because what’s important is not the million dollars; what’s important is the person you have become in the process of becoming a millionaire.
Income seldom exceeds personal development.
What you become directly influences what you get.
We can have more than we’ve got because we can become more than we are.
The big challenge is to become all that you have the possibility of becoming. You cannot believe what it does to the human spirit to maximize your human potential and stretch yourself to the limit.
Pity the man who inherits a million dollars and who isn’t a millionaire. Here’s what would be pitiful: If your income grew and you didn’t.
The most important question to ask on the job is not “What am I getting?” The most important question to ask on the job is “What am I becoming?”
It is hard to keep that which has not been obtained through personal development.
After you become a millionaire, you can give all of your money away because what’s important is not the million dollars; what’s important is the person you have become in the process of becoming a millionaire.
Income seldom exceeds personal development.
What you become directly influences what you get.
Sunday, January 3, 2010
What does it take to commit?
With 2010 being here,how committed are you to be healthy?
What does it take to commit? Can’t buckle my belt.
I’m too fat. "by J. Gitomer"
I found myself with an extra 20 pounds. It didn’t happen over night, it just crept up on me when I wasn’t looking. An ice cream cone here. Crème brulee there. Yeah, give me extra mashed potatoes with that! And before you know it, my trim 34-inch waist has become a spare tire at a tight 36. Rats.
In high school and college, at 6 feet and 150 pounds, my friends referred to me as “skinny.” When I was asked my weight for my first drivers license (1963), I put down 150 when it was actually 135.But three days ago, I tipped the scale at 201, and panic set in. I started to haunt myself with thoughts of fat. Fat arteries. Fat cholesterol. Fat stomach. And the ever popular…“Does this make my butt look big?”
I’ve had it. And I am about to take action. But before I do, I want to affirm my commitment. In order to achieve any worthwhile goal, you must make a commitment to yourself, and make an action plan for its achievement. I have done both. And telling you about it is not the important part. But it certainly will make me appear to be less of a person if I don’t achieve my goal. No pun intended - I am putting my ass on the line.
What does it take to make a commitment, and then follow through with actions that allow the goal to be achieved?Well, I don’t know that there is an actual formula, but let me share with you what has worked for me. Making the commitment is part one. Living up to it is part two through twelve point five.
Here are the 12.5 steps to getting past commitment to achievement:
1. Today, not tomorrow. Tomorrow never comes, especially where change or breaking a habit is concerned.
2. Develop a passion or an anger about your present situation. The only way to make the goal a reality is to get determined and create the inner energy.
3. Do it for the most important person in the world…YOU! Don’t do this for or against anyone but yourself.
4. Write down your exact plan. Detail both the actions you must take, and the rewards for achievement.
5. Set a time frame. The end is as important as the beginning.
6. Determine the daily dose. Just figure out what you need to achieve each day, and do that.
7. Look for substitutes (placebos or pacifiers). If you have to quit something, get a diversion to take your mind off of temptation.
8. Don’t quit just because you slip. If you fall off the (achievement) wagon, get back on.
9. Post your goals and achievements. Post-it note your goals on your bathroom mirror. After you achieve them, take them down and post them on your bedroom mirror. Look at your success every day.
10. It’s a day-by-day process. And if you do your daily bit-of-achievement, the passing weeks will bring you the prize.
11. Change other habits, so that one is not overpowering the other. Goals require change. Take the opportunity to make a few more.
12. Celebrate your victory. Ring bells, drink champagne from the winners cup, PARTY!
12.5 Grim reality is having a crisis occur that forces the commitment to be made. This can be anywhere from bombing the World Trade Center, to having a massive heart attack. Where crisis is not the best place to have commitment occur, it is certainly the best place to show how to take immediate action.
My personal goal is to be a svelte 179. I seek to achieve it in 90 days. All I need to do is lose a few ounces a day. I can do that. But ah, could you pass the bread, I’m starting tomorrow.
What are you looking to achieve? How angry or passionate are you about its achievement? How many times have you told yourself, “I can quit whenever I want to, I just don’t want to.” How many times are you justifying your lack of starting, with some excuse like: kids in school, kids not in school, before the holiday, after the holiday, after I graduate, before I start work. Who is kidding who?
Commitment is something to relearn every so often. And I have committed myself to student status, until I have achieved my goal of pants I can fit in to.
What does it take to commit? Can’t buckle my belt.
I’m too fat. "by J. Gitomer"
I found myself with an extra 20 pounds. It didn’t happen over night, it just crept up on me when I wasn’t looking. An ice cream cone here. Crème brulee there. Yeah, give me extra mashed potatoes with that! And before you know it, my trim 34-inch waist has become a spare tire at a tight 36. Rats.
In high school and college, at 6 feet and 150 pounds, my friends referred to me as “skinny.” When I was asked my weight for my first drivers license (1963), I put down 150 when it was actually 135.But three days ago, I tipped the scale at 201, and panic set in. I started to haunt myself with thoughts of fat. Fat arteries. Fat cholesterol. Fat stomach. And the ever popular…“Does this make my butt look big?”
I’ve had it. And I am about to take action. But before I do, I want to affirm my commitment. In order to achieve any worthwhile goal, you must make a commitment to yourself, and make an action plan for its achievement. I have done both. And telling you about it is not the important part. But it certainly will make me appear to be less of a person if I don’t achieve my goal. No pun intended - I am putting my ass on the line.
What does it take to make a commitment, and then follow through with actions that allow the goal to be achieved?Well, I don’t know that there is an actual formula, but let me share with you what has worked for me. Making the commitment is part one. Living up to it is part two through twelve point five.
Here are the 12.5 steps to getting past commitment to achievement:
1. Today, not tomorrow. Tomorrow never comes, especially where change or breaking a habit is concerned.
2. Develop a passion or an anger about your present situation. The only way to make the goal a reality is to get determined and create the inner energy.
3. Do it for the most important person in the world…YOU! Don’t do this for or against anyone but yourself.
4. Write down your exact plan. Detail both the actions you must take, and the rewards for achievement.
5. Set a time frame. The end is as important as the beginning.
6. Determine the daily dose. Just figure out what you need to achieve each day, and do that.
7. Look for substitutes (placebos or pacifiers). If you have to quit something, get a diversion to take your mind off of temptation.
8. Don’t quit just because you slip. If you fall off the (achievement) wagon, get back on.
9. Post your goals and achievements. Post-it note your goals on your bathroom mirror. After you achieve them, take them down and post them on your bedroom mirror. Look at your success every day.
10. It’s a day-by-day process. And if you do your daily bit-of-achievement, the passing weeks will bring you the prize.
11. Change other habits, so that one is not overpowering the other. Goals require change. Take the opportunity to make a few more.
12. Celebrate your victory. Ring bells, drink champagne from the winners cup, PARTY!
12.5 Grim reality is having a crisis occur that forces the commitment to be made. This can be anywhere from bombing the World Trade Center, to having a massive heart attack. Where crisis is not the best place to have commitment occur, it is certainly the best place to show how to take immediate action.
My personal goal is to be a svelte 179. I seek to achieve it in 90 days. All I need to do is lose a few ounces a day. I can do that. But ah, could you pass the bread, I’m starting tomorrow.
What are you looking to achieve? How angry or passionate are you about its achievement? How many times have you told yourself, “I can quit whenever I want to, I just don’t want to.” How many times are you justifying your lack of starting, with some excuse like: kids in school, kids not in school, before the holiday, after the holiday, after I graduate, before I start work. Who is kidding who?
Commitment is something to relearn every so often. And I have committed myself to student status, until I have achieved my goal of pants I can fit in to.
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