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A LITTLE at a time

Are you tired of talking about incremental improvement – about changing one thing at a time?

I can’t help it – from a client experience (as well as my own) I’ve witnessed how inefficient and ineffective it is to ATTEMPT to make massive numbers of changes either to organizations… or to something as little as what happens on an individual sales call.

Then, add the work I do with people reading and working through implementing ideas in books like:

  • Atomic Habits by James Clear
  • Switch by Chip & Dan Heath
  • The Myth of Multitasking by Dave Crenshaw

Perhaps the subtitles of each book are even more telling:

  • An easy & proven way to build good habits & break bad ones
  • How to change things when change is hard
  • How “doing it all” gets nothing done

When I say Performance Improvements happen a LITTLE at a time:

Step 1 – figure out your current metric
Step 2 – add ONE and make that your goal
Step 3 – once you hit it daily for a week… repeat step 2

It’s because it takes a lot of effort to constantly; make one more call before you do something else, pay attention to the person you’re working with just a little bit longer, get a team to shift their attention to a new product.

I really don’t remember where or when I first heard the 1 in 60 rule for air navigation (1 = degrees off course for 60 = miles flown). The calculation goes: staying just one degree off course from JFK in New York to LAX in California, you would wind up 40 miles off in the Pacific Ocean.

What people don’t tend to talk about is the fact that if you WANT to end up 40 miles away from where you’re currently headed – that only takes a 1-degree correction too.

Here is to the ONE.

  • 1 degree correction
  • 1 conversation without distraction
  • 1 more call
  • 1 additional coaching conversation
  • 1 more month at goal for every salesperson on your team THIS year

Working with you on little shifts to greatness,

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