Constant Improvement is Better Than Delayed Perfection

April 24, 2009

The number one killer of good ides, effective tactics, game-changing strategies is execution. I would prefer the ability to effectively lead tactical execution repeatedly over being a master strategist any day.

A lot of very profitable businesses have been launched, sold, and grown without a single McKinsey consultant. Many battles and wars have been won without a defining General Washington or Patton–in fact many would argue it was tactical execution, not master strategies that gave them legendary successes.

The point of this is that simple constant improvement, trumps perfection every time.

Training

The most elite special forces teams in the military easily spend 90% of their time training to ensure flawless execution on those rare occasions when they fight. Your sales training may not be that heavily weighted to training versus trench time, but you need to be constantly learning.

Drilling

No drill team learns their precision without hours of drilling. Their very muscles learn to react and the brain ceases to think. You have the same opportunity with sales. The more leads you engage the more your mind disengages and begins to effectively react, not think.

Jeffrey Gitomer is famous for saying, “to achieve sales success, fail faster.” This is what drilling through aged leads will help you to achieve at a much lower monetary risk

 

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Execute

Of course, none of this works without execution. You have to continually do something, even if it is wrong. Sitting around and thinking about your next move is worthless.

Execute, measure, improve–then do it again–perfection will show up when you least expect it.

Perfection

Like I said, perfection is a result, an outcome–not an objective. If you set your vision at perfection you will never arrive. However, if you set your goals on recurring execution–perfection will arrive much sooner than you expect.

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