Insights

Anyone who has been involved in selling can recite a litany of war stories where things didn’t go according to Hoyle. They were making all the right moves and for some reason their best laid plan was met with rejection.
There is no one who has accomplished something that didn’t have to evaluate what they were doing and then make adjustments. Leaving the status quo can be frightening. It will also be productive. Action oriented individuals understand the status quo is the birthplace of hopes and wishes. Accomplishment comes in a different place. It is Action that takes you there. Action provides impetus for change and change is crucial for success. Change- Doing what needs to be done under different circumstances. To embrace change it helps to understand some things about it.
The most precious thing anyone possesses is their life. It’s interesting how readily many will farm out the management of it to someone else. Roadmapping Victory operates under the premise you can create your own existence. When you understand the principles that deliver success and apply them, more often than not, Victory is the outcome.
It’s one of the most talked-up, sought-out qualities in the world today: Leadership. Yet surprisingly few really understand the L-word. Many people wrongly assume it’s something you are born with.  Some confuse it with administrative excellence. Still others sense the importance of leadership, but dismiss it as a fuzzy, academic notion in today’s to-the-point, bottom-line world.  After all, why are there are so many ineffective leaders in all those leadership positions?
Performance is something everyone thinks about.  How do I get better is a question people have posed forever. Smaller, slower, weaker and dumber have never had much appeal. And yet everywhere you look, people and organizations are struggling. Some are lost. Many are on a dead end road. They have the desire to excel and yet they are failing (not achieving their potential) at what they do. Surprising in that oftentimes the gap between being a world-beater or a wannabe is not all that great. I didn’t always know that.
WHAT DO POPCORN AND SELLING HAVE IN COMMON? Records reflect that popcorn was introduced by an Indian named Quadequina at the first Thanksgiving in 1632. I knew it wasn’t in the Middle Ages. There were just too many things going on. You never knew when you were going to have to go off to war. It could be any minute.
In retrospect it served as a great learning experience, although at the time I viewed it as anything but educational. When I received my DD 214 indicating I was no longer a soldier, I decided I would find fame and fortune in San Francisco. In looking at the map, I determined  historic Route 66 was the way to go. To shorten the story, in parts unknown I needed some rest. I figured I’d pull out my sleeping bag and catch some ZZZ’s. Off the road I saw a gate that lead into a field. It said No Trespassing.
A few years ago I wouldn’t have posed the question. I’m on record as being an advocate of training. I wrote a sales book, Selling At Mach 1, that said knowledge was one of the critical components needed for selling excellence. I wrote a leadership book, Leading At Mach 2 that stated, developing your people was not an option. It was your responsibility, as a leader, to make them bigger, stronger, faster and smarter. They had an “inalienable right” if they were going to meet your performance goals to have skill and capability.
Today, information moves at the speed of light. Change is accelerating at unprecedented levels. Technology has brought the circus to our living room, bathroom and all rooms in between. Data supports the paradigm. "Buzz" exploits the news. Operate at anything less than a "nanosecond" and you're bye-bye buster.
We live in a world of limited resources. Each of us has only so much time, money, and energy, and because of that we have to make choices. The people to whom you are trying to sell have to make choices also. Not everyone gets to win. The winners are usually those individuals who get noticed. The losers live in the shadows. They do what everyone else is doing. Their life is characterized by a never-ending series of Non-Events. They give nothing above the ordinary and therefore get nothing in return. THE PROCESS
Wisdom is a product of longevity. It comes as a result of experiences-good and bad. I have always learned more from failure and as a result, I embrace it. In the leadership business having a tough skin helps. Trial and error has proven to be an acceptable way to proceed. Navigating the unknown can be productive. There are many things that a leader must do-none more important than getting those he or she leads to a higher level of accomplishment. It is that goal that will determine a team’s level of success or the depth of their failure.
It’s only a matter of time before youthful idealism passes, and you start to realize that success in life is not a given. If you are going to make an impact, there is a window of opportunity in which to do it. Whatever you are going to achieve will have to happen within defined time boundaries. At some point your productive years will come to an end.