Let’s Break It, Then Fix It

Being successful at sales is not about blending in. Blending in is good for maintaining status quo. Status quo is counter-productive to meeting new business goals.

Leaders are made, not born. Leaders just keep putting one foot in front of other. They move toward challenge. They ask hard questions. They do this methodically, maintain long term focus and know that success can be the result of many small steps, repeated consistently over time.

Thank you to Scot Harris for sharing The Five Cognitive Distortions of People Who Get Stuff Done. Read more here: http://tinyurl.com/ku7x7k4 That’s where I learned about Schumpeterianism.

Schumpeterianism is described as “creative destruction” and might otherwise be known as disruptive innovation. Schumpeterians see creative destruction as natural, necessary and as a vocation. This person is described as fearless with a high tolerance for destruction and pain. The downside risk of this quality is potential heartless ambition or even alienation.

Sometimes things need to be broken. Sometimes things have been done the same way for so long, habit crystallizes and obscures the ability to see dysfunction.

Consider Weight Watchers point system. You eat, then you deduct points from an allotment. I actually favor a system which earns points for every delicious and fattening food that I DECLINE. I am motivated by accumulating points, not by subtracting them.

It’s always important to remember, however, when systems are comprised of people, change is scary. New ideas can be threatening to an established system. So if you want change, and the ability to execute lies in the hands of a team, the change must come with heavy doses of patience, care and an abundance of communication.


About Melanie M. Morris
Broker of Trust and Authenticity I'm really a sales executive, but I'd rather identify with these ideals rather than to simply say...I'm a seller.

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