Yes we know all that. Our coaches tell us to set our personal goals. We set the business strategy. We make New Years resolutions. Big deal!
So why, despite the enormous effort we put into goal setting, are we just not hitting them.
We get excited about new possibilities, new plans, new opportunities.
What a buzz! What an energy lift. And if we’re in a team, we begin to feel great about each other. But then what? We get busy, we put the plan away. Stuff comes up, priorities change.
The Key Reason You and Your Business Have Still Not Reached Your potential. Three words, that simple. Failure to execute-An unwillingness or inability to take action. Come on, you know you need to save, to invest; you just haven’t got around to it yet. You know you need to exercise every morning you just haven’t got around to it yet.
An inconsistent approach to execution and the “Big Bang” theory. Waiting for your big bonus before you begin to invest or take your big holiday and get your health back in order, rather than lots of mini vacations everyday.
It’s never the “Big Bang” that will save you. It’s consistent small incremental steps, done on a daily, weekly, monthly basis that gives you your success.
Well, It’s not really you’re fault. It’s your chemistry, your DNA, your hard wiring as a human being. You and everybody else on the planet are absolutely wired to avoid pain at any cost. Pain takes you out of your comfort zone. And these new actions for goal achievement are out of
your comfort zone.
Okay. So I’ve been a little harsh. You and your team are real doers. You continually push past the “inconsistent gene” and continue to take action. But you’re still not getting the results you could!
So How Come Despite All Our Great Actions We Still Don’t Get Results?
Once again very, very simple.
The sustainable path to productivity is goals, followed by consistent actions over time, which are measured against progress towards your goal. Venture capitalists call this ‘Execution Intelligence’.
A leader’s track record of consistent results over time, irrespective of the industry they are in. This is the path to profitable, sustainable growth. The catch cry of every hot blooded entrepreneurial spirit.
But I Am Measuring, We Do Measure and We’re Sill Not Achieving?
Well guess what? We’ve got an answer for that one as well. We measure too many things. We get so bogged down with data, the integrity of data, the timeliness of data, the interpretation of data. Doh! As Homer Simpson would say. And The Answer?
Only measure a few critical things in your life or your business. The Critical Drivers or measures that lead to your goals.
Hourly Rate (Divide your take home pay by the hours worked in a year. This assumes you get paid according to the value you bring to the market place).
Face Time (The actual hours spent with family doing the mundane and the fun stuff . Kids spell love T.I.M.E.).
Burn Rate (How much money I have as cash over the current lifestyle spend rate. E.g. if you have $200,000 cash and you go through $100,000 a year, your burn rate is 2 years).
Waist Size (This is a very “blokey” measure, but a more reliable one than just weight. You can put on a lot of kilos in muscle and look even better).
Measure the critical success factors.The way to do this is brainstorm.
What are the things that go wrong when we have a bad month?
When sales are down, when the numbers aren’t hit. Most times what shows up in July was most probably caused in March or April.
# of Client Calls
# of Action Plans (Proposals)
# of Marketing Initiatives
# of time spent coaching your people
Keep Asking the Following:
What happened that should not have? What didn’t happen that should have? Until you come up with some key drivers that everyone knows.
In fact, in ‘Good to Great’ they talk about One Big Number.
For example a retailer it could be “profit per square meter” which obviously has a number of measures which lead into it.
1. We set the goals
2. We take consistent incremental steps towards them
3. We measure our progress with Key Critical Drives
And we are still not progressing as well as we want to.
“Ah! Here’s the rub” - It’s useless to measure, or survey or collect data if your not prepared to correct or change.
You bet they do, but mostly they correct the plan. The goal. Because they’re not hitting the numbers they blame the numbers. Or even better, the nasty Senior Manager that “forced” them to write these impossible numbers in the first place. So one of our major problems as human beings or business is we dilute our goals. We rationalise and justify our failures by blaming the goals as not realistic.
Never, never, never give up. Try a different way, a different method, a different person, a different strategy.
But don’t give up on your goals, particularly you’re personal goals.
This is your life!
Quite simply, Belief. That’s right, there’s a part of us that just doesn’t believe we’ll hit our goals. And it wants so badly to succeed, it would rather change the goal and hit it, than fail. A lack of optimism makes us dilute our goals. And yet, beyond our greatest fears and doubts are our
greatest possibilities and freedoms.
You see, if you or your team don’t have the skill to implement, then why did you set the plan in the first place.
So when it goes wrong you can either fix the blame or fix the problem.
And the reason we got so excited about your plan, your Strategic Plan, where you all got great joy out of working on, this very important, very senior “business stuff ” is because it made you feel important for one brief day, workshop or off-site. You actually felt like a leader. Perhaps you were. But What If You Were Kidding Yourself Along with Everybody Else on Your Team? What if you were actually lying about your ability, the team, the business, to really be able to execute. It’s not that you lied, you just didn’t face the reality of the situation. Didn’t admit to feeling like an “impostor”. Pretended to understand when you didn’t because you didn’t want to appear dumb. Or just said yes because you wanted to go back to your “patch” and just get on with it.
We in fact sabotage goal achievement by telling ourselves lies, or by not facing the truth or “what is”. The “What is”, “What Ought” Gap
We continue to define the problem as the “Gap” between “what is” our current reality and “what ought” to be in the future. We label this the problem or we put new age terms on it “the challenge”, “the opportunity” and then we try to bridge the gap.
Our old “lazibonesness” kicks in. With one large massive action. One big sweep. And it’s just too much to carry out. So what’s the key?
“What’s one thing I can do today to move myself closer to my goals?”
What are things I can do to improve the situation? You didn’t get into your current situation by one big action, and you won’t get out of it either. It’s a series of steps, consistent, daily, predictable steps.
“What ordinary things consistently done well will produce extra ordinary results?” Continually look to improve things on a daily basis. The Problem “What Ought” to be in the future “What is” at present.
So Where Do I Get The Drive To Improve Things on a Daily Basis? In a word - Optimism.
Of course the optimism needs to come from a sound business plan in the first place. A plan based on what the market really wants. The market is always right. If they don’t want your product or service, they won’t buy it. Yes I know the taste tests were excellent, the focus group before the launch had very positive results and all your friends and family said your idea was a winner.
It’s you they don’t want to disappoint. And you seem so wrapped up in your idea. What you could be suffering from is a case of G.A.G.I (Go out And Get It). That is go out and get new customers, market share and sales.
But what you really need is a good case of F.O.W.T.W (Find Out What They Want). That’s right, real optimism comes from basing your goals or something your client really, really, wants.
Well you need to find out where your client or customers are hurting. This will always be the most pressing need. We all want to get better. But in times of pain, it’s pain relief and not health we are after. The quick fix.
We are more motivated to take an aspirin than the vitamins when we’ve got business headaches.
Once even a small part of us stops believing in the goal, the strategy, the dream, the garden, our “psychological energy” is diminished.
Age wrinkles the skin but quitting wrinkles the soul.
Hang around with optimists, believers who are doers. As Tony Robbins says, “we are the sum total of our five closest associates”.
Remember you are not your failures, nor are you your success. You are you. We love you for who you are, not what you do or what you have or haven’t achieved. You are not what you do.
daily basis. If you want to make a great living work on your business. If you want to make a fortune, work on yourself.
1. Set your Goals or Strategy
2. Create an Action Plan to achieve this
3. Do consistent actions on a daily basis
4. Measure progress towards your goals
5. Don’t have too many measures
6. Get honest with yourself and your team about the “what is”
7. Unleash your unbridled optimism
8. Base your optimism in real market needs
9. Go for pain alleviation
10. Admit your mistakes
11. Don’t equate your success with who you are
12. Make your life spectacular