RichardReardon.com

Goal Decisions – look out 18 months and then decide what to do next: # 54

Most of us do not make decisions based on what we want to accomplish. Rather, most decisions are

made in an attempt to fix something.

Here is why:

Expecting to escape a situation, or to fix a nagging problem, is common. “Let’s fix this”, is the

common approach because people do not like pain, tend to be re-active, and really want to do

something – take action.

Whether a business challenge or personal challenge, when you base your decision on “Fixing a

Problem” , 9 out of 10 times that problem will not go away.

Since the focus of your effort is on the problem and not on the possibility, your ideas and thinking

will be limited.

Goal Decisions always include an expectation of approaching good:

Make decisions with a bias for where you want to go, never on what you want to solve.

This method, making all decisions based on a goal, has three elements:

1. An overriding belief that long-term, significant improvement is required and wanted

2. The decision will take you 18 months into the future. In other words, the

decision has to have a long-term, positive impact.

3. All decisions will be based on three simple questions to develop standards:

· Why is a decision necessary?

· What must the decision accomplish (conditions you must achieve)?

· What must the decision avoid (conditions you can’t accept)?

Four easy steps to upgrade any decision:

1. Accept the fact that the need for a decision is a clear signal to you to design a more elegant

solution. This means that you have more than enough breakthrough potential to design a

lasting solution.

2. Do not assume that this problem is the same as any other that has occurred before. Each

problem you face is unique, no matter what you may think.

3. Assume that any condition you face is telling you to adapt your approach, learn something

new and change what you have been doing.

4. Apply the solution-after-next principle so that your decision leads to bigger purposes than the

current issue. Think future.

I hope that you will try this and find it helpful.

Richard Reardon

Sales Vision: A better, more powerful change tool.

#53

Most managers struggle with how to improve sales performance. Despite all they try, they miss the
single most important factor that creates real sales performance – focus!

Sales training, improved management, new people, upgrading the sales process, improving motivation, etc. are all important, but with no focus, none of these techniques can have any positive impact.

A clear and effective sales vision is by far the best tool for getting the change you want.

Here is why:

1. Focus surfaces the gaps in the current sales approach and the nature of the
changes needed to close those gaps.

2. Focus provides the needed guidance for day-to-day decisions that shape the sales force.
The power of a clearly defined direction affects everything in a most positive way.

3. A sales vision (focus) provides the much needed view of the future for both customers and
salespeople.

Action item:

Spend time studying these four areas: Your customer, your value creation process, the effectiveness
of your sales approach, the level of zest you see in the sales department.

As you go though these four areas, you will gain insight in not only the level of focus in your sales
effort, but also the view your sales people have of their future. If focus is the number one element,
what the sales people see as possibility is a very close second.

This assessment is a great start in making some changes.

Cheers,

Richard Reardon
800 560 0880

PURPOSE: Insights and ideas for successful actions

PURPOSE: Insights and ideas for successful actions #52

Purpose is your most important resource. It is the means by which you develop a life of meaning. Unfortunately, most people struggle when it comes to purpose.

Here is why:

* They underestimate the importance of knowing their purpose

…nothing is more important to-high end fulfillment and success

* They have no practical, real world, set of instructions to discover

their purpose

…it is not possible to leverage purpose without a solid plan of

approach

* They get confused and don’t distinguish among purpose, passion, values

and mission.

… if the definitions are muddy and if the sequence is not correct,

you will create endless loops of doubt

You can discover your purpose, if you follow a series of steps:

Step one:

Become aware of the realities of your situation and difficulties. Look to yourself as the source.

Step two:

Determine what full engagement with work and life would be in terms of benefit to you & qualities needed.

Step three:

Make the decision to change in one area because of what you “see” from steps one and two

Step four:

As you move toward the change (one only) needed, review progress daily. Ask two questions every day:

* What feedback did you notice from your environment (everything you

observed and experienced). What does it tell you to do next?

* Is the incentive to work toward purpose still strong? What makes

you think so?

This is a simple exercise – try it!

Use this simple four-step exercise as a means to study your motivations, energy, satisfaction and how well you produce results. They all relate to purpose and are an easy place to start the discovery process.

A small change in one area will quickly lead to the next.

I hope that you will use this. If you do, you will uncover many successful actions to take.

Richard L Reardon

Southern CA.

800 560 0880