Get Ready,Get Set-Don't Go - Go 80/20

It feels like there are a million things coming at you, and they all have to be taken care of by you. They could be work related, family related, or some other kind of related, but now there are so many that you’re having trouble sleeping. You toss and turn in your bed while all the things you have to get done toss and turn in your head. You wake up tired, wondering for one fleeting second what it might feel like to start the day feeling good, but as you climb out of bed, the demands of the day take over.
And what will you do tomorrow? My guess is that you’ll wash, rinse, and repeat. 
I want to fill you in on a secret too many people learn to appreciate way too late in life. A vast majority of what you do is an absolute waste of time—your most precious and valuable resource. Time is not a commodity. Once it’s gone, there’s no buying or selling strategy that can replace it. There is no amount of money, fame, social status, or recognition that can suddenly produce an extra hour, day, or week.
On some level, we understand this and yet we still do things we know aren’t going to get us anywhere in the long run; like trying to impress the boss with how great we are, or getting the boss to openly acknowledge that we’re doing good work simply because we feel the need for a pat on the back.
Maybe promises have been made and now we’re in so deep that the idea of changing course is too frightening to seriously consider. Instead, we dig in deeper while trying to convince ourselves that everything will work out, and “It will all be worth it in the end.” I’m sure those were somebody’s famous last words.
The solution? Remind yourself of the 80/20 principle:

80% of your outcomes come from 20% of your inputs

That means:
20% of your relationships provide you with 80% of your joy. Decide which of your relationships comprise the 20% and start the process of stepping away from the rest. The difference between the two groups of people is easy to discern. The 20% lift you up while the 80% bring you down.
20% of your efforts at work will account for 80% of your results. Skip the meetings, reports, and customers that interfere with the 20% of your work that produces efficient and tangible results. You might be challenged at first, but if you’re truly narrowing your business down to the top 20, the results of your actions should speak for themselves.
20% of your investments give you 80% of your return. Is there a way to be more proactive with the less than stellar remaining 80%?
I could go on and on about all the ways applying this principle could change your life for the better, but I’d rather stop while this post still falls in the top 20%. So, the next time you’re starting to feel the stress of all those “things” coming at you, put aside a few minutes to take a good look at them and decide if they fit within your 80/20 profile. It shouldn’t take you anywhere near as long as it would if you were trying to do it while you’re sleeping.

Alan Luoma: I am a Sales Coach with extensive experience in industrial sales, sales management, new product development, sales and product training. I work with a great national sustainable packaging company and their distributors to increase sales. I have become an expert on seeking out and on eliminating behaviors that prevent sales people from being successful. I enjoy uncovering sales prevention departments that hinder a companies success. I am a member of the Hartford Springfield Speakers Network, The National Speakers Association and New England Speakers Association. You can view my profile on LinkedIn, or contact me at Luoma@snet.net

Shiny Object Syndrome (SOS)

When you are a business owner, it's important to stay current with trends and be open to new opportunities.  It's also important to not be distracted by a new idea, product or offer.  Knowing when to let a new idea take off and when to stay on course with your original vision is critical.  

How do you decide?

CASE STUDY

Aiden started his company based on a great product that he was sure people would buy.  He had a plan to engage 200 distributors who would each promote his product and he would be wildly successful.  Wonderful ideal!

The catch was that he had the “Shiny Object Syndrome”: he was easily distracted by and lured into projects that looked exciting, and were not part of the company mission/vision.  These caused him to shift his focus every few months (sometimes weeks) and off he would go!

It is hard to resist an exciting new venture that might make us successful.   In Aiden’s case his original vision languished from lack of attention.  3 years later, he is finally turning his company around and starting to make good money.  He has a small sign on his computer monitor: WIMM?  (Will it Make Money?) And another handy acronym: WIGMB?  (Will It Grow My Business?)

"First Things First" as Stephen Covey said.  Keep the purpose the purpose.

Enough of the quips and acronyms!  Small, medium or large companies must keep focused on what they’re trying to accomplish.

WIMM?  Keep this in mind as a way of prioritizing your Goals, Strategies and Actions. When you have a clear vision and mission, ensure that your focus for you and your people follows the path to the realization of your vision.

Do you ever grab for a Shiny Object?

Check out my Leadership Coaching Program on my website. or email me for a free Leadership Strategy Session. ann@leadyourteams.com There are many layers to this simple concept.  

Assertive, Passive, Aggressive

Have you ever said? 'I wish I hadn't let them talk me into this.' or 'I just couldn't say no' or 'They don't respect me.'

Think about how you would handle a situation like this and select the assertive answer.  Sylvia has a client who consistently pays her late.  She values and needs this client, but the late payments are hindering her ability to be accurate with her accounting and to pay her own bills on time.

WHAT WOULD YOU DO?
a. Find a way to push back the payment deadline to give the client more time.
b. Once the payment is late, call them every few days to ask when you can expect payment.
c. Be clear about the payment deadline and politely firm about not providing additional services or products until their account is current. 
d. Tell the client that it's not OK to pay late and you may have to cancel them. 
e. Make them pay up front - before you will fulfill the order.

Answer:
'c' is the assertive answer.  In the past Sylvia had consistently allowed the client's payment to lag.  She started to restate when it was due and respectfully held fast to her commitment to stop services until payment is received.  Best to set this as an expectation in the original agreement. Most likely the client will respect her and value her services more.

The other choices:
'a' is passive. It reinforces the client's lack of responsibility and nothing will change.
'b' is passive-aggressive. It is deflating for Sylvia, makes her a nag and annoys the client. AND it may not change the behavior!
'd' is assertive and aggressive. If it's a rule stated in the original agreement and respectfully enforced: assertive.  When done as a punishment, it demeans the client and you might lose them.
'e' is aggressive and will damage your relationship. 

The key to a positive outcome in situations like this is to set clear standards and expectations at the beginning - then make sure the person does what is expected. (accountability).  Expect respect and accept only that!

Expect respect and accept nothing else!

This can be used in other relationships such as family members or members of groups.

Ann Meacham is president of Leadership Dynamics. Learn more about commanding respect and cooperation in your business and personal life. Check out her Leadership Coaching Program on her website. Feel free to contact her at ann@leadyourteams.com