The Power of Desire

Last week I interviewed a sales person at one of my clients. I was trying to get a sense for how well the organization is working and to identify the biggest opportunities.

After a few minutes of conversation, I asked:

What could we do to help you increase sales?

The response: Well, I’ve really been taking a look at my own work ethic…

Really? How so?

Well, at the beginning of the year, I created a tracking spreadsheet for every job in my territory. I’ve been using it to follow up with all of the project managers to make sure I know what they might need.

Why did you decide to do that?

Well, last year at a company meeting I heard the two most successful people in the company describe how important disciplined follow-up has been to their success. I decided that I wanted to be really successful and that I would follow their approach.

How’s it working?

Well, I’m having my best year ever – way up over last year.

I’m just curious – what percentage of your quotes are you winning?

About X%, I’d say.

Wow – do you realize that your close ratio is about twice as good as the company average?

Really? It just seems like I’m doing basic stuff.

What was so amazing to me about this conversation was his focus on his own work ethic. I asked how the company could help him, and he focused on his own behavior. Nothing outside of himself. He decided he wanted to be successful at a higher level, he learned what successful people at that level do, and then he did it – every day. How incredibly refreshing.

The major lesson for leaders is that discipline is first preceded by desire and then a decision. He wanted to be successful and he then decided to do what it takes to get there. The discipline followed.

Once the desire and decision are present, the mechanics are very straightforward.

Leaders and managers often get this backwards. They get frustrated about the lack of discipline. Why won’t people follow these simple procedures? They work! They will help them be successful! They spend tons of time and energy promoting the use of various mechanics.

It is much more powerful to tap into desire. Focus on what your people truly desire to accomplish, what they want to create, and why. Help them create a powerful personal desire and then help them decide to pursue it – simply by presenting them with the choice to succeed. The discipline will follow.