04/04/2017 – Thoughts on Goals

There is a lot of information about goals out there.  I personally think you need to take pieces from all the different ideas and sources on goals and achieving them and create what is meaningful to you.  For me, the easiest way to think setting and achieving any goal is as follows:

  • Set the goal – Be realistic, specific, and ensure the goal is achievable.  This takes 3 pieces of the SMART goal setting process and places it in one category.
  • Create the plan – Like chapters of a book, set the milestones you need to hit in the proper order.  Bite sized mini goals make the larger goal appear more achievable.  Be sure to set/schedule the timeline for completing them.
  • Take Action – Now that you have the plan set some achievable deadlines and measure how you do towards completing the milestones or mini goals.

Celebrating milestones along the way is a great way to keep yourself motivated.  Perhaps you set a predetermined award for completing each milestone on your way to the bigger goal.  Another great idea is to get someone in your inner circle to hold you accountable.  Think about having the celebration dependent on the approval of your accountabili-buddy.  It can also be helpful to setup some pain in the event you do not complete the milestones or goal in the scheduled time frame.  I find that if you make your goal known or public you have more reason to achieve.  An important piece that is often over looked is the importance of having fun along the way.  If you make it a miserable experience you will quit or give up.  Have the right mindset on hard work and focus your energy and emotion into winning.  Every time you hear negative self talk stop it in its tracks, refocus on the goal and be certain that you can achieve it.  Good luck on making your dreams come true.

 

Here is an after the fact bonus on Goals from Jill Konrath – Sales Professional

It‘s time for more straight talk today on goal setting. So let me ask you this: What IS your quota this year? How about your revenue goal? I‘ll bet it hasn’t gone down.

Performance-Based Goals

Can be motivating – if you have the skills to achieve them.

In sales we‘re usually dealing with performance-based goals like, achieving 120% of quota or earning $200,000. Sometimes these types of goals can be extraordinarily motivating – especially if you‘re confident that you have the knowledge and skills to achieve them.

But what if you‘re doing something new? What if these goals were imposed on you from the outside – and you have no say in them? You‘re just expected to achieve them.

Or trigger fear and blame if you’re struggling.

Unfortunately, as I talk about in my new book AGILE SELLING, when you start to realize how tough they‘re going to be to achieve, FEAR rears its ugly head.  It‘s true. We‘ve all felt it – and it can be crippling. Things get even worse if you don‘t understand your why or haven‘t put together a how plan like we talked about in earlier videos.

Let me tell you something else: Research shows that when performance-based goals are your primary drivers – and it‘s clear you‘re falling behind – the natural reaction is to protect your ego. That‘s human. We all do it. After all, your self-worth is tied up in achieving these goals. But blaming the price, stupid customers, bad marketing or lousy products/services doesn‘t change anything, nor does failing to look at your own complicity in these results.

‘Getting Better’ Goals

Instead of performance goals, what you really need are getting better goals – those focused on learning new knowledge, acquiring new skills, mastering changing situations, and increasing your confidence.

Drive continual learning and improvement.

According to psychologist Don VandeWalle, salespeople with a getting better goal orientation actually set higher sales targets, worked harder, planned better and achieved a lot more. Isn‘t that interesting?

Shooting for some far off measure of success – a performance-based goal – actually works against you. But the truth is, sales is an outcome. It happens because of what you do in every single client interaction and how you prepare for them.

So let me ask you this: What do you need to get better at? Think about it. By focusing on this, you‘ll have a much better chance of reaching your goals. sales-improvement

04/03/2017 – Thoughts on Being a Brain Coach

Today I listened to an interview on a podcast with Jim Kwik & Christine Hassler.  The focus of the interview/discussion was around what Jim is known for, Kwik learning.  This includes getting into how to learn, memory, and focus.  I thought it was a good short introduction to these topics and provided enough value that I wanted to share some of it with you.

Jim started in on the importance of how we learn vs the stuff we are taught or supposed to learn.  He provided a framework on the “How”:

  • F.  Forget, Focus, and Flow
    • Forget what you know and come in with a clean slate.  Focus on the topic at hand.  Try to ignore the distractions and be present with the new information and learning.
  • A.  Active
    • Get active in the learning process.  Get involved and take notes.  Approach the new material as if you would need to teach someone else tomorrow or the next day etc.
  • S.  State
    • This is all about being in the correct state of mind.  Set your body/posture in a welcoming and positive way.  Tony Robbins speaks to this all the time and makes a point to share the power of state.  Having the right emotions and feelings about the topic to be learned.
  • T.  Teach
    • I mentioned it above, but this is really a strong point to the process.  Always learn with the intention of teaching others.  Each time you get to teach is another chance you get to learn the material again.  “When I teach I get to learn twice” J. Kwik.

If we can circle back on the Active piece above, I would like to point out Jim’s idea on action.  He made a point about how learning comes through taking action.  You can read and watch video on many subjects, but it is not until you start to take action that the learning really takes hold.

The conversation eventually ends up on the idea of clarity.  He mentions making all decisions from a place of “Heck yes” or “Heck no”.  Certainty perhaps is a better choice of words.  Do not over commit and make sure you feel strongly about the choice you are making.  It is at this point of the interview that he mentions creating a “Do not do List” vs the common and popular to do list.  Ideally, the do not do list should be much longer than the do list.  I never thought about it this way before, but I agree this is a great exercise to think about.  Jim included the idea of not over-committing when he was discussing the not to do list.  This subject leads into the final piece I want to review on this blog, and I will lead into the next paragraph with a quote I believe is from an unknown source.  “Reasons reap results”

We have all heard it many times before, that one of the most important aspects of any decision is knowing the why.  If we want to learn something new we must be clear on why we want to learn.  Jim provides another acronym here to make the point:

  • M.  Motivation
    • Check your motivation level before getting started – know the why!
  • O.  Observation
    • Do not blame.  Ask questions
  • M.  Mechanics
    • these are the tools, tactics, and actions.  Also mentioned this is the easiest part and last for good reason.

Another great quote that came from this interview was from Einstein.  “Imagination is more powerful than knowledge”  This came up when discussing the role of emotion in learning.  Jim states that with emotion-charged learning you create long term memory.  Or as he puts it “Information combined with emotion becomes long term memory.”  I find this to be very true and until I heard Jim say this I was not consciously aware of this relationship between the two.

My final note on this is DO NOT GET DISTRACTED.  If you are interested in these kinds of topics please check out Jim’s podcast, Kwik Brain.  As of this post, there are only 7 episodes.

03/28/2017 – Fear & Taking Action

Fear is defined as being afraid of (someone or something) as likely to be dangerous, painful, or threatening.  Too often we allow fear to freeze us.  To stop us from taking action.  Paralysis by analysis.  I know this happens to me far more than I wish.  I have noticed that even when I, in my heart & mind, know a certain action is a must, the actual act of doing becomes so scary.

It is not easy to overcome this emotion, but it is critical in achieving a goal.  The tips I have recently come across pertaining to fear that have helped me overcome the emotion are:

  • Don’t be afraid of failure.  It is inevitable and the sooner you get comfortable with failure the sooner you will become more courageous with taking the first steps.
  • Stop the self talk and inner dialogue that is self sabotaging, instead focus on what you can control and stop pondering over the what if’s.  Big deal if you fail…at least you know it didn’t work and you can stop wasting time thinking about the what if’s.
  • Write it down and talk about things with someone that can keep you accountable.  Ensure when you are set to take a first step you write it down and have those you trust keep you on track if you start to waver.

I feel that working on these strategies will greatly help anyone overcome these fears.  Sometime fear is a good thing and we should not ignore these feelings and emotions.  Simply ask yourself What am I feeling and why am I feeling it?  If it is not real, let it go.

  • F. False
  • E. Emotions
  • A. Appearing
  • R. Real

03/21/2017 – Finally! Victim of SJW Attack Refuses to Apologize for Remark (Tom Woods repost)

This is all part of Tom Woods email that he sends out daily.  It was so good I had to capture it here.  If you are into this kind of stuff check Tom our directly @

Tom Woods

“The thought controllers came after him, and he had the last laugh.

Colin Moriarty spent 14 years in the video game industry, and he was part of Kinda Funny, a popular YouTube channel. Until this Tweet:

twitter

Naturally, the hyenas came after him.

He followed up by noting that his significant other “thinks my blatantly obvious joke is funny. Because not all people are humorless sacks of ****.”

Then the Holy Rite of Shaming and Expiation, learned by heart by all morally superior people, began.

Colleague Greg Miller (who had probably laughed at the Tweet himself) solemnly informed us that his friend had done something Forbidden and Unacceptable.

“Was Colin’s Tweet a joke? Sure, but that doesn’t make it OK.”

Why, everyone knows that men and women never, ever joke about each other.

Continuing with the Sacred Rite, testimonies of anguish and righteous anger began to flood in from across the world of allowable opinion.

This man has helped perpetuate the structures of oppression through his joke. It is time to hear his words of repentance.

Except the offender refused to play his appointed role.

He might have read from the official text. “O sisters and brothers, I have been guilty of wickedness and oppression that fill me with great shame. Henceforth I shall work for justice (and of course pay protection money — I mean, make a coercion-free donation — to whatever group has been the loudest in assassinating my character).”

Nope.

He threw the liturgical book to the ground and set a match to it.

My kind of guy.

He launched a Patreon campaign to get donations for his future work. It’s already receiving tens of thousands of dollars per month.

If I can get him on the show, I will.

Lesson: never, ever apologize to these evil bastards.” – Tom Woods 3/21/2017

03/13/2017 – Stop Talking & Start Doing

I heard today that only 1% of the population are doers.  The remaining 99% simply talk about it.  We hear someone explain a new idea to us or we read and listen to motivational or self help interviews, podcasts, TED talks etc and get excited, but not excited enough to take real action.  We need to start doing.  We need to become practitioners.  Balance is super critical and we seem to be out of balance.  If you want something you need to get after it.  You need to put in the work, and not just the 8 hour work day we have adopted.  Do the work that others resist and at the vary least you can talk from your experience vs talking about what someone else has done.  For me I need to write things down.  I need to place everything on my calendar so I can set my day on auto-pilot.  If I do not I get distracted or will end up doing things that do not serve me.  For me it is all about the prep.  If I set my week up for success I generally get it.  If I am simply hopeful for a successful week I fail.  It is not a one size fits all approach for sure, but find what works for you and DO it!

02/24/2017 – Thoughts on Balance

It has been too long since my last post.  I have been from the Newport on the east coast in one week to the Newport on the west coast the following week, only to follow up the tour with a 3 day training event back at the home office.  The normal work load was really piling up.  This led to an unbalance in other areas of life.

I have been trying to find time to start including more fulfilling activities into my day and life.  I hear from many sources that meditation is so good for us and have been trying to incorporate this into my mornings, well it has been a struggle.  I already get up early and arrive to work by 6, excuses I know, but I want to get this burned into the daily schedule.  I also want to be reading more in the evenings, but I have been exhausted from the work load … again more excuses.  I need to find a way to achieve more.  I think the key to much of this is energy and the source of that energy is probable lacking due to a poor nutrition plan, which for the most part has not been a plan but rather a reaction.  Even getting this down and published is helping me realize where I need to focus up.  Wish me luck on getting back on track.

02/01/2017 – Minimize

Minimize:  What it means to me is removing all things that do not serve me.  It will create a better focus on what matters in life.  Let us look at the icon for minimizing windows or apps.  I set it as the image on this post.  It is a square with 4 different arrows all pointed towards the center.  This to me is the focus.  Removing the things that aren’t needed, used, or do not provide value or utility will result in things that do matter.  Shoes, clothes, TVs, and most of what we collect throughout our lives end up in the landfill.  The simple answer is to stop making impulse buys and selling off what is not needed.

Minimizing helps in many areas of life.  Obvious and already touched on here is the physical or material.  Let us now think about the verbal and thinking realm?  Have you ever said too much and not been listening enough?  I know I am guilty of both.  I  will be working on saying as little as possible to convey only what is relevant or important.  I too often get caught up in conversations waiting for my time to speak or share.  In all reality it is not helpful to the conversation and comes across as being selfish or self interested instead of really listening and being present in that moment.

01/25/2017 – Thoughts on Gratitude

It is my experience that the majority of Americans have a narrow to non-existent relationship with gratitude.  Tending to focus on a few things in their lives that is going wrong rather than being happy and thankful for the things in their lives worth celebrating is a recipe for depression, resentment, and all the other feelings we over medicate to combat.  I will do my part to focus on the good.

01/23/2017 – Thoughts on Division of Labour

Definition from Wikipedia – “The division of labour is the separation of tasks in any economic system so that participants may specialize. Individuals, organizations, and nations are endowed with or acquire specialized capabilities and either form combinations or trade to take advantage of the capabilities of others in addition to their own.”  While this definition is true, I think that it is being spun in an overly positive direction.  “Take advantage of” is of particular interest and where my focus will be on today’s observation.

I often think about how the have’s view their engagements with the have not’s.  My experience in professional settings is that the have’s look down on the have not’s and for the most part do so unconsciously.  An example of an experience I encounter frequently…  Upper management is working on a project.  They (the have’s) bring in the help and assistance of one of their employees (the have not’s).  Then together, they work on the project and discuss openly the ideas and desired outcome of the project.  Before they know it lunch time is upon them.  Upper management acknowledges the time and calls for a break.  They discuss what they should do for lunch and decide on going to the local deli.  This takes place in front of the employee as if the employee is all the sudden invisible.  They all go to lunch, Upper management in one direction and the employee in the other.  After lunch they all join back up and continue on the project.  Does it not occur to anyone else that perhaps an invite to the employee would be beneficial?  To continue to discuss and create the environment where all are respected?  I think the benefits from removing the division of labour in this scenario far out weigh any negative consequence.

I believe if we took the time to think about how we are interacting with one another we could improve moral for all.  It comes across to many I question about this scenario that management looks at the employee as nothing more than a pencil or pen (commodity).  They feel like they are simply another tool in the box.  You will never get someone to give their all if you approach them with this mindset.  And what is possibly worse, management has no idea and is unaware of how they are coming across.  There is fear of retaliation if the employee is to bring it up with human resources or with management directly.  Not to sound like a snowflake, but in the spirit of getting more out of someone and making the best possible environment for the growth of the company.

Something to think about possibly the next time we find ourselves in these situations.