You Need to Close the Knowing-Doing Gap

Guest post by: Howard Litwak
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3 Actions to Improve Your Sales - By Howard Litwak

I have noticed in years of working in large companies and with owners of small businesses as a business coach, that there are very smart people, yet they are not accomplishing all that they want or that they could. They know a lot of stuff and yet do not apply what they know in a way that helps them to achieve. Worse yet, they do not do the things they know they should do to move their business forward. Let’s call this the “knowing-doing gap”. It is not enough to just know something. Knowledge itself is not power. It is only applied knowledge or “doing” which is power. There is a great tool available to everyone to help close this knowing-doing-gap. It is called goal achievement. Notice I did not say goal setting. Setting them is not enough. Remember we are talking about “doing” here. People in general know they should set goals and many people do. (Do you?) However, they do not do it with anywhere near the effectiveness that they could. (Again, do you?) So with that in mind, here are 4 things for you to look at differently. This will help you to close the “knowing-doing gap” and accomplish what you want. 1. Goal setting is about deciding on and being able to see the outcomes before you start. You need to have as clear a picture as you can of what the end result looks like. Ask yourself the following: What is it that I really want? What is it I wish were different? 2. It is not about the setting of goals. It is about the achieving. You close the knowing-doing gap by focusing only on activities that lead to the end results. I set it. I achieve it. I set it. I achieve it…. Repeat. It is not about striving. This is an area where many people fall short. It is only about the results. 3. You have heard people say “Shoot for the stars, if you miss, you still hit the moon.” I say NO, NO, NO! This is teaching that it is okay to not hit your goals. “If it does not happen, oh well” is not good enough! You need accountability. And the importance of setting goals that can be achieved is critical. How will you do this? Who are you accountable to? 4. Goal setting and achievement must include behavior change or you would already be in possession of what you want. Stop! Read that again! Now, think about this: Take your answers to question number one. What new behaviors do you need to make this your reality? The answer to this might just change your life. Setting and achieving goals increases your motivation and confidence in setting and achieving more goals. It turns into a self-sustaining cycle of accomplishment. And remember; don’t just be satisfied with reaching your goals. If you want balance in your life, it comes from achieving your goals AND living your purpose. Until next time, I wish you all of the success that you deserve!

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3 Actions to Improve Your Sales - By Howard Litwak

About the Author: Howard Litwak

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Howard helps inspired business people do the right thing for the environment and increase profits by working with everybody from the executives to the hourly workers to build sustainability into their business strategy for the long term.

Sustainability is a business approach that embraces opportunities and manages risks that come from economic, environmental, and social developments which creates long term stakeholder value. It also improves productivity and/or reduces consumed resources without compromising product or service quality, competitiveness, or profitability.

Howard is a certified member of The Institute for Sustainability. (6/2011) He graduated at the top of his class from the Resource Associates Coaching Academy. (10/2010)

He is a certified administrator of the Innermetrix suite of profiles: Attribute Index, DISC, Values (8/2008)

Howard is a certified group facilitator(Resource Associates 6/2008)

He also holds numerous designations from Toastmasters International including Speaking and Advanced Leadership.

Click here to visit Howard's website.

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