Here are a few common excuses you have to be sure to overcome:

“July is a vacation month. Prospects do not want to discuss business needs. Good time for me to relax a bit and do some evaluation and planning for a BIG August run.” Great thought, perhaps, but when you make assumptions about what prospects may or may not do…well, you know about the word “assume” don’t you? Very little good comes from making those types of assumptions. Diligence and absolute focus are critical competencies to utilize. People’s needs are constant. Needs do not fall on everyone at the same time. Thus, regardless the month, someone has a need for your product and service each and every month. Your task is to uncover who those needy prospects are. To eliminate a month from that search is not a very good business process. Thus the opportunity you fail to explore could very well be the opportunity that helps you secure your goals for the year.
“We’re on a roll now. We should hit our goals with ease.” Confidence is a great trait to have in any business setting. It allows you to press on and build your faith in your ability to succeed. However, “overconfidence” is a fatal disorder that has undermined many organizations such as Toys R Us, Sears, Blockbuster and Kodak. All companies with outstanding plans and who were on a “roll” as well; but, that roll turned out to be a packer that virtually flattened their organizations. Each was overconfident in their actions, and each felt that they were in the mainstream and needed to only “open up” and “they” will come. It just doesn’t work that way. You can’t afford to take your “foot off the pedal” in your efforts. You have to deliver a “Super Bowl” performance each and every day. Just because you are in a perhaps pleasing position does not necessarily mean that you will be there next week, next month or next quarter. Utilize your confidence but never allow overconfidence to short circuit your marketing focus. “Keep the ‘pedal to the floor’ and soar onward!”
“I’ll throw some money out there to the team, and they’ll get things done.” Not necessarily a bad idea but, quite frankly, money will not solve all issues. Simply “buying” or attempting to “buy” may fill a momentary shortfall; but, it will not satisfy long term demands. Those who are experiencing the rigors of business with you may appreciate the dollars, but, more importantly, they will appreciate the broader process of “feeling part of the solution” even more. People should be paid for their expertise and positioned to be rewarded for excellence. People who work only for the money though, will never work for the organization. The key to obtaining those goals is having more people who go to work for the organization versus going to work for a paycheck or bonus. The organizational driven team members are the ones who will help find solutions to your goal shortfalls not out of a sense of getting a bonus but out of a sense of “pride” in the greater good of the business.

Time to take a closer look. You may have work to do or maybe not. Even if you are at the very top of your plateau currently in your results, the trip down the other side could be tricky. It just might demand your most diligent effort of proper “footing” if you are to achieve and or exceed those goals. The choice is yours. Make a wise choice and keep pushing. Remember, at 211 degrees, water will not boil. It may simmer but not boil. But with one more degree, it boils! Put out that one degree more and “boil” your way to victory as you strive to close your year.

If you have concerns, whether positive or negative, perhaps it is time to reach out and gather some outside perspective. At Think BIG Coaching and Training, we stand ready to help you create, grow and sustain impactful results.

Think BIG!

Herman

herman@thinkbigcoaching and training.com