Accountability, An Essential Element for High Performance
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Free Download - This President Is On Track To Double Sales By Stephen Goldberg |
As I look ahead to the fall and winter and plan for what’s to come I realize that it has been a while since I sat down and reviewed my yearly goals to see where I am at. It’s easy to write down a goal and easier to forget about it, especially if it means changing habits or overcoming resistance. What’s really needed is a system. What, another system? The system I am referring to is ACCOUNTABILITY. Do we need more accountability in our lives, our organizations, with our kids? I think YES. How often do we plan to do something highly important and get caught in the urgency of firefighting problems that should not be there in the first place? It does give us plenty of excuses for why we couldn’t accomplish the highly important task or goal.
I recently learned a new method for making myself and others more accountable. It is called behavioural contracting and was taught to me by Bob Davies, a trainer and coach based in the U.S. I tried his method and found it highly effective. To make this work you need to have someone, a coach or friend to work with you to form a behavioural contract. I wanted to achieve a goal of setting two new prospect appointments for my week. I made a contract with my coach and we agreed that if I did not achieve my goals, I would pay him $100.00. The idea is that the anticipated penalty should be painful enough to make you take action to avoid it. Well last week I made three new appointments and in a shorter time than it would normally take.
I am now using this method with my 23 year old son. About a month ago we sat down to talk about his goals for the fall and winter. One goal was to stop smoking cigarettes, but last week he was still smoking. When I brought up the subject, he was quick to moan about how difficult it is to stop and so on. I questioned if he really did want to quit and told him about the behavioural contracting approach to accountability. I used the example of my own contract with my coach to challenge him. We made a deal that he would stop smoking for 7 days beginning Sunday at midnight. The penalty is $50 if he smokes. We are now Thursday and he still has not smoked.
Take a look at your one key goal you set for yourself this year, or set one now. My experience is that if we set and focus on one wildly important goal and take action towards achieving it, other areas of our lives or business improve as well. Here is an example. Let’s say your goal is to better manage your time so you can spend quality time with your spouse or kids. If you were to re-phrase that to say, spend one evening alone with my spouse doing something we both enjoy. The outcome would be an improvement in the relationship but also improved time management because in order to make it happen you would automatically arrange your schedule to be more productive or to delegate more responsibilities to others in your team so you could take stress free time with your spouse.
Now take that one wildly important goal and choose someone to make a behavioural contract with for the next 7 days. Make the penalty painful enough that you will really be motivated to avoid it. Put yourself on the line! You want change and improvement in your life? Try this approach and you’ll see it is a much better bet than lottery tickets.
Need support to make yourself accountable? Give me a call and I will be happy to make a behavioural contact with you. Just have your credit card handy in case.
Stephen Goldberg
sgoldberg@optimusperformance.ca
Accountability An Essential Element for High Performance - To learn more about this author, visit Stephen Goldberg's Website.
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig'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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Michiel JonkerAs a Certified Information Systems Auditor, Michiel assists businesses in a professional capacity by evaluating the threats to their businesses. He acquired the necessary knowledge, skills, and techniques to minimize a business owner’s risk of business failure and to maximize his chances of high growth and success. He strongly believes that you CAN maximize your chances of business success, by implementing the business solution he has advocated for more than 12 years in your business plan and planning. Michiel has decided to share his experience with business owners by putting almost everything he knows in a business plan and survival guide (compiled in an e-book format) and written as a high growth SMB coaching course for SMB business owners, directors and managers - titled as the “Survival Kit for Small and Medium Businesses - Profit from your Business Risks!” According to Michiel, his goal was to add new techniques to a business owner’s business planning survival kit and instruct him or her in using these in the future - without any help from a consultant! For more information about the benefits of implementing profit protection planning in your business, please visit: http://www.business-around-the-globe.com - Visit Michiel Jonker's Website |
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Marcus ArkanMarcus Arkan currently serves as the President/Principle Broker of Syndicate Mortgages Inc. After working with a number of Canada's top financial institutions, the experience and knowledge he gained throughout his professional career combined with his drive and entrepreneurial spirit led him to develop his own company. The operation began in 2003 in the basement of his home and now has flourished into a successful corporation with a head office in one of Metropolitan Toronto's busiest sectors and 10 branch locations employing over 100 mortgage professionals. His organization is now one of Ontario's leading mortgage brokerages specializing in residential, commercial, and construction financing. He holds the designation of Accredited Mortgage Professional from the Canadian Association of Accredited Mortgage Professionals. This allows him to differentiate himself from other mortgage originators and demonstrates his commitment to the highest standards of industry performance. For more information on Mr. Arkan and his Syndicate Mortgages Inc., please visit www.syndicatemortgages.com. - Visit Marcus Arkan's Website |
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Stephen Goldberg Video - Stephen Goldberg presents leadership expert and author Fritz Glaus gives his perspective on listening skills and active listening and why it is imperative that a leader and his team members practice active listening in order to maintain good team spirit and to collaborate together to achieve goals and improve productivity.
He touches on why it is important for the leader to know his type and the type of his team members so he can understand them better when applying good listening skills.
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