Re-engineering The Possible

Doctors and scientists said it was impossible. Man cannot run a mile in less than 4 minutes…it would be fatal to attempt it.

On 6 May 1954 Roger Bannister proved this wrong, completing the task in three minutes, fifty nine seconds. Incredibly, to date more than 950 runners have achieved the once-thought impossible feat over 4700 times.

In 1983, at 61 years of age, a potato farmer named Cliff Young showed up in overalls and galoshes to register for the famous Sydney to Melbourne race. This is considered by many to be the world’s most difficult and arduous race; it takes between 6 and 7 days to complete, and covers a distance of 875 kilometers. Only the best athletes train for years to take part in it; the standard approach is for each athlete to run for 18 hours and sleep for 6.

No one shared this strategy with Cliff Young; his only trainer was his 81-year-old mother. Cliff didn’t know that he was supposed to sleep during the race; while he ran he imagined he was chasing sheep, trying to outrun a storm. Mr. Young finished in first place, breaking the race record by 9 hours and finishing the 875-kilometre race in five days, fifteen hours and four minutes.

em•pow•er•ment n : official authority or legal power : to be enabled : the promotion of the self-actualization or influence of : the state of being stronger and more confident, especially in control of one’s life and in claiming of one’s rights

Change agents re-engineer the possible. There is a school of thought that says that sales achievement is actually limited by the target we’ve been given. We “live within our means.”

Consider this: When breaking boards, Tae Kwon Do practitioners don’t see the board as an end point, but confidently seek to go through it…sometimes envisioning the board as being farther away than it actually is. Set in your mind that “year end” is actually 30 days prior to your company’s sales year-end. Approach your “year end” with the all of vigor and “edge” that befits year-end. Create a sense of urgency by using the following formula: set in your mind that your quota is 20% higher than the one given by the Company. Write it down. Set a goal to be above 55% of that target by end Q2, 85% at end Q3 and past 100% by your “year end.” Block out any noise that tries to tell you that these metrics are anything other than real metrics. Channel your inner Cliff Young and you’ll be surprised what bliss comes from that divine ignorance.

Good Selling!

“Strength is a matter of a made up mind.” – John Beecher

Author, David Hughes
Executive Vice President Sales Performance Optimization Services, Sales Performance International
With 28 years in Sales and General Management, David Hughes excels at re-energizing and turning around under-performing sales and management teams, generating high-yield results by using proven strategies.

Comments

[dharmendra]

Really Good Sales Training!!

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