Hello and welcome to SAM Moments! In a previous volume, we talked about the COMMON DENOMINATOR OF SUCCESS, that “Successful people form the habit of doing things that failures don’t like to do.”
Well, it’s probably not just they didn’t “like” to do them, they probably didn’t “form the habit of doing them” which is the topic of this week: How do you form successful habits?
I’m sure you can think of a few of your own and know that it all starts with motivation, but here are three things that you can use to form the habits that can take your SALES and CAREER to the next level. They all warrant their own week, but here’s a quick summary:
The first is SYSTEMS, which sounds very technical, but it’s just a series of repeatable steps toward a predetermined goal. The easiest place to see them in action are places like Starbucks, McDonald’s and even Discount Tire which I just read about in the founder’s biography: Six Tires, No Plan. Most successful businesses have documented, consistent systems that produce a desired result and done so often, that it becomes habit and reflex.
This is not just our idea, Garry and Jack Kinder wrote about it in their book, THE SYSTEM IS THE SOLUTION. J.W. Marriott credits a lot of their success in his book THE SPIRIT TO SERVE. In the E-MYTH by Michael Gerber, you’ll read multiple examples of it. And you should know that we even moved our offices (15 years) to Jorie Boulevard in Oak Brook, Illinois so we can drive by the then McDonald’s World Headquarters (and Hamburger U) and be reminded every day of what’s possible with good SYSTEMS!
Next up is ACCOUNTABILITY. This is one of the by-products of having systems because each step is dependent on the other, just as each person doing them is. Someone has to be accountable for executing. All behavior has consequences, either positive or negative and the same goes with ACCOUNTABILITY. It may sound hard-nosed to hold someone or yourself accountable but letting someone avoid it doesn’t serve as an act of kindness. Winners love ACCOUNTABILITY!
One of my favorite examples is New York City whose crime problem was rampant in the 70’s when I was growing up just 90 miles away. But government leaders made a willful, conscious decision to take responsibility and implement checks and balances that led to dramatic decreases in crime trends; overall crime decreased 70 percent and the murder rate by 65 percent. Their biggest initiative was to increase the accountability across the city through tracking statistics and holding weekly meetings. As then Mayor Giuliani, wrote “All enterprises benefit from increased accountability.”
Speaking of MEASUREMENT, the beauty of recording and tracking trends and metrics is they help avoid the tendency to distort reality based on emotion. They are also an integral part of SYSTEMS and ACCOUNTABILITY. As Ed Deutschlander likes to say, “If you can measure it, you can manage it.”
There you have it; 3 tips on Day 3 at 3: SYSTEMS, ACCOUNTABILITY and MEASUREMENT. Embrace them!