Stop Walking In Circles
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Transcript of Stop Walking In Circles
Stop Walking in Circles
Institute for Biological Cybernetics – TÜbingen, Germany
Research Finding #1
Institute for Biological Cybernetics
Without reliable cues for their walking direction
people who think they are heading in the right
direction – do in fact walk in circles.
Research Finding #2
Institute for Biological Cybernetics
Without a map or compass – people become
increasingly uncertain about where straight
ahead is.
Research Finding #3
Institute for Biological Cybernetics
The perception of walking in a straight line or
specific direction is highly unreliable.
Most individuals and many
Organizations don’t have a plan or a
process for getting them from where
they are now to where they want to
be.
The failure rate for small businesses in
the U.S. is 96% within the first 10 years
and …80% of those businesses fail
within the first two years of start-up.
Why?
One of the primary reasons is they
have no plan (strategy) for converting
their passion into a profitable
enterprise.
FranklinCovey Center for Advanced Research
“If you can’t describe what you’re doing as a process, you don’t know what you’re
doing.”W. Edwards Deming
“If you don’t know where you’re going, you might
end up somewhere else. Yogi Berra
Employee Goal Awareness Study
• 5 Year Study
• 6778 Employees
• 530 Companies / Organizations
• 9 Separate Sectors of the Economy
44Had no organizational objectives
45Couldn’t Name a Single Organizational Goal
Transportation & Utilities
48Couldn’t Name a Single Organizational Goal
Retail
49Couldn’t Name a Single Organizational Goal
Information
59Couldn’t Name a Single Organizational Goal
Financial Services
60Couldn’t Name a Single Organizational Goal
Manufacturing
62Couldn’t Name a Single Organizational Goal
Health & Education
63Couldn’t Name a Single Organizational Goal
Professional Consultants
69Couldn’t Name a Single Organizational Goal
Hospitality Industry
74Couldn’t Name a Single Organizational Goal
Public Administration
(Gov’t)
“When large numbers of American workers show up
to work each day knowing neither why they are there
nor what they are supposed to do all day, it means
American business is operating very inefficiently, and
that means poor service and lower profits.”
The Bottom Line
Tactical Operations
Strategic
TacticalExecution
WHAT? Big Picture –Overall Objective
WHERE is this going to take place?WHO does what?
Outperformers Action Plan
See Clearly
Focus Intently
Work Wisely
What you want to accomplish
Strategic InitiativesSpecific Goals
Daily/Weekly Focused Activity
Outperformers Action Plan
S.M.A.R.T Vision (What are you trying accomplish or achieve?) Specificity is key
· Timeline (90 days
· Product Offering(s)?
· Target Market?
· Geographical Scope
· Desired Revenue
Categories – Specific Areas of Focus
· Sales
· Marketing (Visibility)
· Process Improvement – Continuous Improvement
· Business Systems – Team Development
Initiatives – General plans of Action – Areas of Focus for your business
· Increase product sales
· Increase XYZ product sales
· Gain agency visibility through social media
· Improve sales skills – Personally and for my team
· Develop Sustainable Business Systems/Processes
Goals – Measurable Objectives (How Much? By When?
· Increase product sales by X%
· Increase PIFs by X%
· Informative Twitter and LinkedIn posts weekly
· Improve sales skills by learning…. By 8/31/14
Action Items – DAILY goal achievement activities
· 90 Minutes – every day
· Specific tasks
· EOD deadline
State Clearly What You Intend to
Accomplish
See Clearly
Focus Intently
Work Wisely
S.M.A R.T Vision Statements
On key initiativesLink daily activities toInitiatives & objectives
“A pile of rocks…. a cathedral.”Saint Exupéry
“The Only way to get the future you want is
to create it.”Peter Drucker
What are you wanting to accomplish or
achieve?
Specificity is the key
S.M.A.R.T. Vision
GAPAnalysisFromOurCurrentState–ToaDesiredState
WhereWeAreNowClearlydefinetheCurrentstate–beVeryspecific.
WhereWeWantToBE
Clearlydefinethepreferredstate–again,beveryspecific
.
TheGapClosedbydevelopingStrategiesandgoalsForclosingthegap.LimitthenumberofStrategiestonomoreThanfive
Timeline of 90 Days
Specific Product/Service Offering
Specific Target Market
Specific Geographic Scope
S.M.A.R.T. Vision
Why a 90 Day Timeline?
S.M.A.R.T. Vision
Within the next 90 days increase consulting
clients by 50% by focusing on “C” level
executives of medium sized companies in the
Phoenix metro area.
S.M.A.R.T. Vision
Outperformers Action Plan
S.M.A.R.T Vision (What are you trying accomplish or achieve?) Specificity is key
· Timeline (90 days
· Product Offering(s)?
· Target Market?
· Geographical Scope
· Desired Revenue
Categories – Specific Areas of Focus
· Sales
· Marketing (Visibility)
· Process Improvement – Continuous Improvement
· Business Systems – Team Development
Initiatives – General plans of Action – Areas of Focus for your business
· Increase product sales
· Increase XYZ product sales
· Gain agency visibility through social media
· Improve sales skills – Personally and for my team
· Develop Sustainable Business Systems/Processes
Goals – Measurable Objectives (How Much? By When?
· Increase product sales by X%
· Increase PIFs by X%
· Informative Twitter and LinkedIn posts weekly
· Improve sales skills by learning…. By 8/31/14
Action Items – DAILY goal achievement activities
· 90 Minutes – every day
· Specific tasks
· EOD deadline
Focus Intently - 3 Areas
See Clearly
Focus Intently
Work Wisely
What you want to accomplish
• Categories• Initiatives• Goals
Link daily activities toInitiatives & objectives
CategoriesAreas of Focus – Profit Centers
Category Initiative
Sales
Marketing
Process Improvement/Continuous Improvement
Business Systems / Team Development
Strategic
Initiatives
Categories Strategic Initiative
Sales Focus on newly promoted “C” level execs
Marketing Increase visibility in Phoenix metro area
Process Improvement/Continuous Improvement
Business Systems / Team Development
Measurable
GoalsInitiative Goal
Focus on newly promoted “C” level execs Speak with 10 “C” level prospects per week
Increase visibility in Phoenix metro area Implement direct mail campaign by 7/15/14
Process Improvement/Continuous Improvement
Business Systems / Team Development
“Goals are the fuel for the furnace
of achievement”
Brian Tracey
“If you can’t measure it, you can’t
manage it”
Anonymous
Action Plans – Daily Tasks
See Clearly
Focus Intently
Work Wisely
S.M.A.R.T. Vision
Strategic InitiativesMeasurable Goals
Do those things (daily) that willaccomplish stated objectives
“When an archer misses the mark he
looks for the fault within himself.
Failure to hit the bull’s eye is never
the fault of the target, if we want to
improve our aim we have to improve
ourselves.”Gilbert Orland
“The only measure of what you
believe is what you do...”
Ashley Montagu
“Failure is the result of a few errors
in judgement - repeated every day.”
Jim Rohn
“Success – is the result of a few simple
disciplines practiced every day.”
Jim Rohn
Action PlansMIAs
Most Important Activities
Goal MIAs
Speak with 10 “C” level prospects per week 10 Sales Calls every day this week
Implement direct mail campaign by 6/30/14 Draft direct mail campaign piece by 6/30/14
Action PlansMIAs
Most Important Activities
80/20 Time Management
Outperformers Action Plan
S.M.A.R.T Vision (What are you trying accomplish or achieve?) Specificity is key
· Timeline (90 days
· Product Offering(s)?
· Target Market?
· Geographical Scope
· Desired Revenue
Categories – Specific Areas of Focus
· Sales
· Marketing (Visibility)
· Process Improvement – Continuous Improvement
· Business Systems – Team Development
Initiatives – General plans of Action – Areas of Focus for your business
· Increase product sales
· Increase XYZ product sales
· Gain agency visibility through social media
· Improve sales skills – Personally and for my team
· Develop Sustainable Business Systems/Processes
Goals – Measurable Objectives (How Much? By When?
· Increase product sales by X%
· Increase PIFs by X%
· Informative Twitter and LinkedIn posts weekly
· Improve sales skills by learning…. By 8/31/14
Action Items – DAILY goal achievement activities
· 90 Minutes – every day
· Specific tasks
· EOD deadline
Achievement Solutions, LLC (DBA) Outperformers International
Six Success Keys
1. The size of your success will be determined by the size of the problems you
solve.
What big problems are you facing – solving?
2. Build and utilize your team. “None of us is as smart as all of us.”
Build your team around your deficits.
Leverage your team’s strengths.
Are you building / developing a team that leverages individual strengths?
3. The harder you work – the luckier you get.
The key – working on the “right things.” The right things contribute to your professional development and contribute to your company’s success.
What are the “right things for you and/or your company?
4. Focus & Clarity Rule – Multitasking is a myth.
“Good is the enemy of the best.” Activity does not equal productivity.
Are you carving out time – every day – to work on the “right things?”
5. Accept failure as a part of success.
See adversity as a challenge. Take calculated risks.
What’s the one risk you should be taking now?
6. Challenge yourself beyond your current capabilities. Strive for continuous
growth and learning.
Be greedy at getting better. Have a plan for personal and professional
development and WORK that plan.
Today’s PRIORITIES:
Date: ____________
MIA #1 ______________________________________________________________
Resources Needed: ________________________________________________
Challenges Expected: ______________________________________________
What finished will look like:
____________________________________________________________________________________________________________________________________________________________
___________________________________________________________________________ ___
______________________________________________________
Completed: ___Yes ___ No
MIA #2 ______________________________________________________________
Resources Needed: ________________________________________________
Challenges Expected: ______________________________________________
What finished will look like:
____________________________________________________________________________________________________________________________________________________________
___________________________ _________________________________________________________________________________________________________
Completed: ___Yes ___ No
MIA #3 ______________________________________________________________
Resources Needed: ____________________________ ____________________
Challenges Expected: ______________________________________________
What finished will look like:
______________________________________________________________________________
______________________________________________________________________________
______________________________________________________________________________
______________________ ________________________________
Completed: ___Yes ___ No
“If you can’t describe what you’re doing as a process, you don’t know what you’re doing.”
W. Edwards Deming
Think Strategically
Act Tactically
See Clearly
Focus Intently
Work Wisely
What you want to accomplish
On what matters mostMIAs80/20 = 90
MIAs
Goals
Initiatives
Vision
Exercise
S.M.A.R.T. Vision
Draft a sample Outperformers Action
Plan – for some aspect of your business
The Bullet Proof Vest