Even Better Than Great
Even Better Than Great
To say human beings process things in a certain way, in this case waiting until things are ‘broken,’ is to give validity to a perspective or paradigm that doesn’t serve us. Why wait for a crisis to implement change or rethink and reinvent something? Why not just create something incredible to start with, when everything is already good?
Could it be we automatically settle because amazing things happen to someone else, not us? Is it possible we don’t want to ‘press our luck’? Many have a hard time getting past their successes and so stop dead halfway to their dreams. Many become workaholics and yet won’t redefine their lives until their partner is about to ‘walk.’ There are those who won’t redefine how a company operates until it’s in crisis and about to go under. Why wait until the last moment when digging yourself out is so much harder than building something new on a foundation of great?
I believe we can do our best when we have the conversations we need to have with people in all fields of practice. It’s not just talking to clients or colleagues, it’s talking to everyone and anyone to find out their story, how they got to where they are. How does it apply to you?
Questions I ask my clients are simple yet shine a light on what they have to pay attention to. One of the key questions is "What aren't you thinking of?" That might sound strange yet those who stumble and feel as if they can't figure out why they're stagnating are looking at the same solutions they tried over and over again. What haven't they tried? What haven't they paid attention to? As a Coach that's one of my main focuses....to make sure I can help them see beyond the immediate.
The second question is "Who do you need to talk to that you haven't spoken to yet and what does that conversation have to look like?" Again people have a wealth of knowledge and wisdom, however if it doesn't apply to you or where you dream of going then you have to ask the right questions to get the right answers. So again I ask "What does that conversation have to look like?"
Sometimes what I do as a coach isn't adding something; often it's the removal of something which might be an assumption, an expectation or a judgment. Remove what stands in your way and there is clear sailing. No ceiling...just sky.
So to leave you with one last question, "What do you need to know that you don't know?"
Remember, no ceiling, just sky.
Even Better Than Great - To learn more about this author, visit Donna Karlin's Website.
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I was talking to a dear friend and fellow Coach the other day about ‘waiting for a crisis to change our ways of being’ as it applies in all aspects of our life, work, personal relationships, and health, as well as the health of an organization.
To say human beings process things in a certain way, in this case waiting until things are ‘broken,’ is to give validity to a perspective or paradigm that doesn’t serve us. Why wait for a crisis to implement change or rethink and reinvent something? Why not just create something incredible to start with, when everything is already good?
Could it be we automatically settle because amazing things happen to someone else, not us? Is it possible we don’t want to ‘press our luck’? Many have a hard time getting past their successes and so stop dead halfway to their dreams. Many become workaholics and yet won’t redefine their lives until their partner is about to ‘walk.’ There are those who won’t redefine how a company operates until it’s in crisis and about to go under. Why wait until the last moment when digging yourself out is so much harder than building something new on a foundation of great?
I believe we can do our best when we have the conversations we need to have with people in all fields of practice. It’s not just talking to clients or colleagues, it’s talking to everyone and anyone to find out their story, how they got to where they are. How does it apply to you?
Questions I ask my clients are simple yet shine a light on what they have to pay attention to. One of the key questions is "What aren't you thinking of?" That might sound strange yet those who stumble and feel as if they can't figure out why they're stagnating are looking at the same solutions they tried over and over again. What haven't they tried? What haven't they paid attention to? As a Coach that's one of my main focuses....to make sure I can help them see beyond the immediate.
The second question is "Who do you need to talk to that you haven't spoken to yet and what does that conversation have to look like?" Again people have a wealth of knowledge and wisdom, however if it doesn't apply to you or where you dream of going then you have to ask the right questions to get the right answers. So again I ask "What does that conversation have to look like?"
Sometimes what I do as a coach isn't adding something; often it's the removal of something which might be an assumption, an expectation or a judgment. Remove what stands in your way and there is clear sailing. No ceiling...just sky.
So to leave you with one last question, "What do you need to know that you don't know?"
Remember, no ceiling, just sky.
Even Better Than Great - To learn more about this author, visit Donna Karlin's Website.
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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