Results Come Last

Posted on April 20, 2012 by Sean Moore | | Leave a comment

We live in a in a society that measures success by results. Talk is cheap, show me the money, the proof is in the pudding; we’ve all heard these phrases before. They all mean the same thing: show me the results, the final outcome. So what’s the major flaw with this? Most success is born from activities in the past and the ability to learn from previous outcomes; we can’t solely judge a course of action based on their initial results as results come last.

Have you wondered why some companies put so much emphasis on doing procedures vs. actual sales revenue? It’s simple, sales results come last. Focusing only on current sales numbers is like traveling to a destination by car and only looking in the rearview mirror; today’s sales numbers reflect yesterday’s efforts and are helpful only if we learn from efforts we put in that were successful and those that were not. Keep Reading »

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Crush it where you are at!

Posted on April 13, 2012 by Sean Moore | | 5 Comments

There are times in our careers when we hit a wall and are ready to give up. We need to ask ourselves, “Have we given it our all, and gotten everything out of our current situation?” After some tough reflection, if the answer is no, we need to get back on the proverbial horse, give it everything we have, and then make an informed decision on what our next course of action should be.

Have you ever noticed how successful people are successful wherever they go? Look at Michael Jordan; natural talent and hard work made him the best athlete to ever play basketball. That same discipline and hard work also made him a darn good baseball player, and pretty good golfer too! The thing is successful people tend to be successful wherever they go. As Vince Lombardi said, “Winning is a habit, and unfortunately so is losing.” Keep Reading »

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Be a buffalo not a cow!

Posted on April 7, 2012 by Sean Moore | | 8 Comments

I recently read Colorado is one of the few states where buffalo and cattle roam together. Each lives and eats from the same fields; however, when storm fronts bring thunder, lightening, and forceful winds, cattle turn and run; while in contrast, buffalo charge directly into the storm. As cattle spend all their time and energy in agony and terror running from the storm they cannot outrun, buffalo face the storm to find themselves quickly passing through it.

In life many of us act like the frightened cattle by trying to avoid and ignore the “storm”, which can be conflict, a problem, etc. Unfortunately, as we all know from experience, problems tend to compound when we ignore them or go for the quick fix; we end up with larger or more problems than we started with. Like the buffalo that run into the storm, if we tackle life’s issues head on, we end up in a much better place. From a strategic perspective, charging at our most challenging circumstances requires a great deal of strength and is skill that needs to be learned, practiced, and maintained. Keep Reading »

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Find your Fight!

Posted on March 30, 2012 by Sean Moore | | 4 Comments

If you enjoy going to the gym as I do, you also hate the gym in January and February. Think of all those “January-Joiners” crowding the parking lot and changing rooms, how there’s always someone on your favorite treadmill! Like clockwork, come March, everything is back to normal. Why do so many New Year’s resolutions fail? Is it lack of willpower? Motivation? No! And, No! Most people don’t know their long-term “Why” and have not developed their “Why-Power,” their will to “Fight!”

Darren Hardy gives a great example of “Why-Power” in The Power of Why: if I gave you $20 to cross a 10 foot plank on the ground, would you? Of course; it’s easy money. What if the plank was on top of two 100 story buildings? No chance! Now if the other building was on fire with a loved-one inside needing rescue, would you? Forget the $20; you’d do it in heart beat! Your “Why-Power” would lead to a will to fight and get across that plank—not once, but twice! Keep Reading »

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The Eternal Optimist

Posted on March 23, 2012 by Sean Moore | | 3 Comments

One of my personal goals for the year remains to spend as much time in the field as possible with at least 20% of our sales reps.  The purpose of my goal is not only to stay in touch with, but also share the challenges experienced, lessons learned, and characteristics that enable the success of our sales team. The latest observation I made in the field is how a reps attitude is positively affected when they possess a sense of eternal optimism and how that leads to success with new products.

What exactly is eternal optimism? There’s a short story by Zig Ziglar, a renowned business author, about a wildlife organization that offers thousands of dollars in bounty for each live-wolf captured and turned in for relocation.  There are two fortune hunting brothers who are very confident they will capture the most wolves due to their knowledge of the breed’s habitat. They spent days scouring the landscape, searching for wolves and came up empty-handed.  They didn’t make a single sighting.  One night they feel into a deep slumber only to wake to 50 growling wolves—angry eyes and bared teeth.  One brother turned to the other and said, “Hey! We’re rich!”  Now that my friends is the purist definition of eternal optimism! Keep Reading »

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