Leaders Use Goals To Know When More Becomes Less

Leaders use goals to know when more becomes less. Leaders know there is a place where further effort, energy, knowledge, people resources and money don't really add much additional value. In fact, more of anything after a certain point may be stealing from other requirements. Leaders know time, money and effort, by themselves, are really inefficient measures - results are what count. And knowing what results are needed avoids the "more is less" trap.


Leaders know "more" can keep you stuck in the same place long after you've achieved most of what's really needed. "More" creates a comfort zone based on activity that tells us there is more to be learned - more to be prepared - more to be added. Leaders know that that comfort zone is an illusion, and that goals create action - they keep us from fooling ourselves into believing activity is accomplishment.


A personal example of what I mean:


Whenever I need information - for a client, a prospect, an article - I really dig in and search all kinds of resources to become really prepared. My searches have the potential to lead me deeper and deeper into a subject - or wider and wider into alternative subjects or information. The opportunities for research are endless - and so tempting. That must have to do with my high Theoretical value. I really value information for its own sake. I feel like I'm really accomplishing things as I acquire more and more knowledge. More is better - or is it? Problem is - even the most expert of experts have to set research aside - and act - if they are to become better known, better appreciated and better compensated. And if the search for "more" gets in the way of acting, then "more" is definitely less. I protect myself from that trap through goals.


Another example from my vast archives of "more" not being better:


An exercise I do daily is a hand grip exercise. I started doing it about five months ago when I felt my grip needed strengthening. I use the kind of gripper that has a spring that is squeezed until the handles touch. At the beginning it was a real effort to reach 30 reps for each hand. My goal was to reach 60 reps for each hand. I'm now up to 90 reps for each hand, and I hold the 90th rep for 60 seconds. I know I can do more if I persist, but I don't. Why? I'm way beyond my goal and I think I've reached the point where more is not better - the additional time I could use on this one exercise can be better used on something else - like converting my 24 pack abs into a six pack. In this case I've decided more would be a poor use of my time and energy. Now for the abs.......


On a work level, how often are we persuaded that more is better? In some cases, more is definitely better - like in more quality sales calls. But in other cases, like gaining more information before acting, or spending more time on preparation, more may be less. And that's where goals come in. Goals that measure results, not effort, create a climate of action - action to reach a measurable goal. And then consciously assessing the value of exceeding the goal.


Leaders know the biggest enemy of "more is less" is perfection. Perfection may be a worthy striving, but many careers have gone down the tubes by letting perfect get in the way 0f good. When taking more time to prepare for that perfect presentation, when just one more test may yield the data to make a perfect product, when the acquisition of knowledge, or money, or expertise, keeps action to meet a goal from happening - more is less.


In Harry Beckwith's book - "How To Sell The Invisible," he says "Don't let perfect get in the way of good." When I'm tempted to take the time and effort to make very good become perfect, I stop. And if I'm convinced that what I have done is very good, I tell myself to stop seeking more, and I act to complete whatever it is I'm doing. And how do I figure out what is very good? Goals.


In creating goals, resist the temptation to create them based on the best of intentions. Base them on hard headed, clear requirements to meet the larger goals of the enterprise. Can they be an improvement on performance levels already attained? Of course. But know when to say "enough," and go on to other equally important goals. Defining "enough" is the secret leaders use to ensure "more" doesn't become less.


Take a look at your own goals, habits of thought, behaviors and attitudes. Identify where you can use "more is less" in defining your own actions and success. I suspect you will find, in your analysis, that there are areas - right now - today - where you can change so that perfect doesn't get in the way of good.

Written by Andy Cox, President

Cox Consulting Group, 4049 E Vista Drive, Phoenix, AZ 85032 Ph: 602-795-4100; Fax: 602-795-4800; E Mail: acox@coxconsultgroup.com; Website: http://www.coxconsultgroup.com/; Blog: http://multiplysuccess.blogspot.com/

Copyright 2007 All Rights Reserved

Focus On Creating Possibilities To Achieve Success

Focus on creating possibilities - it's the way to achieve personal success and organizational success.

That conclusion came to me the other day - a day I fooled myself into believing was highly productive. I had been busy - worked hard - got a lot done. But I didn't feel like I had really accomplished very much. I had organized, managed, read, prepared and drafted a whole lot of stuff - but something was missing.

Have you ever had that feeling? Worked your butt off and got so much done - great way to fool yourself into thinking what you did was really important. And yet you felt something was missing.

If you accept that interdependence is the highest and most effective form of working and accomplishment, then spending a whole day on independence just doesn't make it.

I read a book on cold calling by Stephan Schiffman called " Making It Happen Before Lunch." In it he says: " Dwell in possibility, there is always a door somewhere waiting to be opened." What a great thought!

That's when I put my finger on what was missing - I hadn't created any possibilities for myself. I had made things more organized, more accessible, more updated, more effective - but I couldn't count a single possibility created that day. Not one.

It occurred to me that I have lots of days like that. I'm highly organized and have a high Theoretical value and attitude. I know that about myself. They are good things, but they can be traps, as well. It's so easy to seek out more information - for its own sake. It's so easy to be sure everything is in its place. Not bad things - unless they take up the space that should be reserved for creating possibilities.

For me a possibility is that first step created by action that may result in being of service to a client - to helping them increase their success in selecting, retaining, developing and enhancing the performance of their people. It could be helping a manager become a leader. It could be helping a person or organization to plan and implement change. It's hard to create those possibilities while I'm organizing, reading, acquiring, preparing.

Focus on possibilities, in my case, requires overcoming or controlling my instincts and attitudes. It doesn't mean abandoning what I like - gaining knowledge and keeping things organized. It does mean creating a habit of thought of focusing on possibilities - honest to God possibilities. Finding those doors Schiffman talks about, then opening those doors and walking into a opportunity to be of service to people and companies.

We all have to create our own possibilities - for some it's second nature. For others - like me - it's definitely a learned process.

How to do it?

Start with optimism. It's so much easier to believe in possibilities as an optimist. That's a challenge for about 70% of the population - the 70% that have a habit of thought that thinks consequences rather than opportunities.

For all the pessimists, start every day with the thought that something good will happen today - if you make it happen. Keep telling yourself that.

Once convinced that there are doors waiting to open - whatever that means to you, then carve out the time and energy to find those doors

Create goals that keep you focused on possibilities. Make a promise to yourself that every day you will take an action - or actions - that will create possibilities. A phone call, create and post a blog, a website posting, a Letter to the Editor, a lunch with a long lost friend, a call to a complete stranger, asking a friend for help. But in every case - reach out!

Write down your accomplishments when you create a possibility - then see how many of those possibilities you created can be made into opportunities, then into relationships.

Build on your success. Be convinced that the more possibilities you create, the more doors are going to open - and think about how great it will be to step through into opportunities.

Don't ignore what you are drawn to - trying to be what you're not creates enormous stress. Make what you are drawn to do part of your possibility goals.

Realize that every day new possibilities can be created - they are there for the asking - what an exciting idea! Start today.

Written by Andy Cox, President

Cox Consulting Group, 4049 E Vista Drive, Phoenix, AZ 85032 Ph: 602-795-4100; Fax: 602-795-4800; E Mail: acoxconsultgroup.com; Website: http://www.coxconsultgroup.com/; Blog; http://multiplysuccess.blogspot.com/

Copyright 2007 All Rights Reserved