Lessons from Kaki King.. and others....

I have been thinking about a general principle that has come into my life several times in the past few weeks. It has to do with significant. Most of the time we feel we are far more significant that we really are. I'm going to paraphrase the conversation that started this line of thought. 

I was watching TED Talks, a great set of programs if you have never heard of it. This specific TED Talk was a performance by a petite, introverted, Finger style guitarist names Kaki King (if you don't know her Google it, it will amaze you. She is the first female on Rolling Stones "Guitar God" List. I'm listening to her as I write this). She talked about her place in the universe. She first laid out the concept of time running infinitely in both directions. How every moment was insignificant within this spectrum. But if every moment was equally insignificant, then every moment was equally significant. Her final statement was "Therefore this music will be the most significant music in your life, at this moment".

This fundamental concept has  worked in the shadows of several conversations over the last few weeks. More than likely this is the product of my Reticular Activating Systems, but let's say it is more than that. We think the universe is approximately 18 Billion years old. Now like the world is flat theory of old, this may prove to be untrue, but it us our current paradigm. So our entire life passes as a moment in the history of time. Each day we spend on this earth is even less significant. Each hour, minute, and second progressively less significant.  But each unit of time is unique to us. There will only be one. If we do not use it we cannot store it for another time. What we did with it becomes part of  history, even if we did nothing. 

That makes it the most significant moment of our life, at that time. Kaki was right. So  the question is; do we live like it is the most significant moment at the time? Do we realize how truly unique each moment is?

This bring me to list written by Andy Rooney, that I cannot verify, but hey it was on the internet so it has to be true....right..... here is a sample:

1.       That I can always pray for someone when I don't have the strength to help him in some other way.

2.       That no matter how serious your life requires you to be, everyone needs a friend to act goofy with. 

3.       That sometimes all a person needs is a hand to hold and a heart to understand.

4.       That simple walks with my father around the block on summer nights when I was a child did wonders for me as an adult.

5.       That life is like a roll of toilet paper. The closer it gets to the end, the faster it goes.

6.       That everyone wants to live on top of the mountain, but all the happiness and growth occurs while you're climbing it.

7.       That opportunities are never lost; someone will take the ones you miss.

8.       That it's those small daily happenings that make life so spectacular.

9.       That under everyone's hard shell is someone who wants to be appreciated and loved.

The life lesson that come from this list is that life's little moments are important. We spend an inordinate amount of time worrying about the big moments that lay ahead and very little time appreciating the little moments in front of us.

Is this the most significant moment in your life right now? What did you do with it?

How to Manage Sales Performance Change

In my business I deal with this almost daily. Either a sales person or an entire organization is not performing up to requirements and change has to take place. When I was a new sales manager, and I consider this to be the first five or so years, I tended to approach these problems with more or less brute force. There is a sales methodology in place and I needed to enforce it. I had several years of sales and sales management experience and that experience taught me to go back to the basics and build upward. In time I finally noticed that the irregular results I was achieving while managing change was stressful to me and unacceptable to the organization. Typically a new sales manager brings their bag of tricks and when they run out they move on to the next job. So, I started to look for a better way. I needed to understand how to implement sustainable change.

There are several high brow concepts that need to be understood to effectively manage sustainable change in any organization and this is especially true with sales. The first concept is Gleicher’s Formula for Change. All of these are found in psychology textbooks, but still have relevant practical use. Basically Gleicher states that the discomfort level that exists, times the vision of how things could be better, times a finite plan to make it happen, has to be greater that the resistance to change for change to effectively take place.

D * V * F > R

The second is the concept of Psychosclerosis and Homeostasis both developed by Abraham Maslow. Genetically we do not embrace change at the subconscious level. We dig in our heels and prefer to stay the way we are. Johannes Schultz developed the theory of Autogenic Conditioning around this concept. The last concept revolves around the Reticular Activating System (RAS). That is the part of the brain that is constantly filtering information for the subconscious.

This is a lot of book learning just to attack a simple problem of getting someone to perform at a higher level. But to sustain change over time these concepts have to be understood and applied. Now this is enough material for a book, so a blog will not give it justice. The one sentence answer is this:

The person or system that must be changed must be able to visualize the benefit of change at a subconscious level, and they must understand a clear plan to implement lasting change to embrace that change will happen. Then there must be a repeatable reinforcement methodology in place to overcome the natural desire to stay the way we are.

There are as many ways to accomplish this as there are personalities. Experience managers know how to connect the dots in a lasting and meaningful way. Less experienced managers will go through their bag of tricks until they are no longer effective and then they move on. Never really understanding why change is not permanent.

Human beings, by changing the inner attitudes of their minds, can change the outer aspects of their lives. William James (1842 - 1910)