Einstein's
Einstein on a bike in
Santa Barbara in 1933
Einstein
said, “The
definition of insanity is doing the same thing over and over again and
expecting a different result.”
We
think that doing what we've always done is a strategy for success. Yet the
choices we make are critical to our success. As your new year unfolds, what
are you planning to do? Is it more insanity or getting different results?
Doing
it.
What do you want to do different? Sometimes when we're busy doing our job we
lose sight of where our challenges are. What has stressed you? Think about all
the times you thought last year "if only I could do X," "if
only I knew more about Y," or "there's got to be a better way to do
this." Maybe it was putting a bid proposal together, addressing the time
inefficiencies of business travel, or improving your use of technology.
Remember those thoughts and make a plan to incorporate them as goals. Write
your goals down, set a due date and quantify how you will achieve them.
For
some people, it's hard to be creative and come up with new ideas for change.
Get others to help you achieve your goals. You don't have to reinvent the
wheel. There are enough salespeople, books and Internet sites that can be
ready sources of guidance. Expect that it may take time to see results. Just
remember, if you're going to be complaining to yourself this year about
something you faced last year, you're contradicting Einstein's Theory of
Insanity.
Showing
it.
We can plan to do things differently for our customers as well. How do you
show your customers you appreciate them? Lunches are fine, but everyone does
them. What else could you do that sets you apart that also builds rapport with
your customers? When you read the newspaper and other journals, are you
looking for articles that are of particular interest to select clients? What
business book (or other book) could you recommend to your customer that would
enhance his job performance? Each time you send information that helps your
customers, you are also saying you care about them and their business.
What
about our customers' expectations?
We
certainly demonstrate by our past actions what our customers can expect from
us as suppliers. We also know the results we have gotten from our behavior. If
these results are what you want, keep doing more of the same. If they were
not, Albert would say to do something different.
At
any moment you can make the year new, you can make it a different one. You can
choose what you do. You can set your own expectations for results. Then later
when you examine your results and remember that it’s all relative. It's
relative to your choices and your expectations.
If you see the signs of insanity in your life, make the change.
You dare to dream and make the changes in your life that will move your
dreams to reality.
Leaders
with Vision Helping People with