I just got off the phone with one of our clients. She was very frustrated because no matter what she does she can’t close a deal. Being a highly successful sales VP for a very big software company, this type of resistance is something she has never experienced. We talked about her Mindset and the challenges she is facing with trying to reframe her frustrations and rejections to make her thoughts and self talk more high performance and more positive.
As we talked I recognized that one thing that has shifted in these tough times is the definition of success. If you are married to your quarterly projections, your gross income, or your net profits you are clearly set up for failure. The key, not just during this crisis but all the time, is to become more process oriented in your goals. That is, focus on the processes that you know lead to success. Recently, Geoff Colvin, in his enlightening book, Why Talent is Overrated, presented some great research on goal setting and success. The poorest performers don’t set any goals at all. Mediocre performers set goals that are general and often focused simply on achieving a good outcome. But the best performers set goals that are not about the outcome but rather about the process of reaching the outcome.
So the big question is, what are these processes? The most important processes are the ones that increase your energy level, your resilience, your capacity, and your brain performance. If you let these processes go you don’t have a chance of being a high performer or of surviving these tough times. Once you commit to your Performance Mindset, Nutrition, Movement and Recovery habits you will quickly enjoy the benefits of being more passionate, more confident, more focused, and more creative. With these key qualities you’re ready to get back to your fundamentals and plant all the seeds that will lead to future success.
By Scott Peltin
Founder & Chief Performance Officer