Life is full of variables. In business there are many variables that we have no control over whatsoever, for example, the economy, legislation and the markets we operate in.
Then we have the internal variables of our business, our product or service, pricing, how we choose to deliver it, who we do business with. These are things we can determine and have control over.
When we want improvement we invariably focus upon the variables we can control and that are visible to us. Behaviour being one of these.
But what about what is not so visible?
Just recently, a company I came into contact with had committed to spending a significant amount of money on external sales training because their team were not performing as well as they wanted.
I had a couple of conversations with members of the sales team and what was immediately apparent to me was that they were being put under pressure to meet their targets. The way this was playing out was that in client meetings, instead of being totally focused upon the client and helping them get what they want, they were more concerned with making their numbers.
When we feel under pressure, tense, and self-orientated it is like having a stone in our shoe. It is uncomfortable, aggravating and affects our performance. Our human interactions, especially, are compromised and it creates a feeling of separation, not collaboration.
Buying in sales training, in this situation, is like trying to make someone run faster with the stone still in their shoe. Maybe there will a spike in performance but such a situation cannot continue.
State of mind is a critical variable and yet it is invisible and, therefore, not considered as a relevant factor. It simply does not occur to people that they could simply remove the stone and by doing so performance would go up.
The mind only works one way – from the inside-out. External factors cannot make us feel a certain way – it just looks this way through our innocent misunderstanding.
The sales people were feeling under pressure because of their thinking abouttheir targets. The targets are completely neutral. If they could realise this truth then it would set them free.
When we realise we live in a thought created world we drop a great deal of the unnecessary thinking that we are doing.
When this happens we feel increasingly good. The stone is no longer in our shoe. This will have a hugely more significant impact upon performance and results compared to giving people some extra behavioural tips and techniques.