“Success is a science; if you have the conditions, you get the result.” ~ Oscar Wilde
A perfectly aligned set of circumstances is more often the exception than the rule. Resources are frequently insufficient, tools are disorganized, agreements are not set and objections stand in the way no matter what you undertake, so one of the keys to success is learning to bring order out of the chaos, methodically, efficiently and with all the heart you can summon.
A green horse, for example, comes to the rider not as a perfectly balanced, collected and fit specimen, but with physical imbalances and mental immaturity. The rider must construct, step by step, the control necessary to gather its forces in a way that counteracts the unevenness that come as a result of its physical conformation. Just like human beings, no two horses are physically alike and the rider must take great care to progressively build a container for the forces which will be imposed upon the weight of the horse as the training progresses and the demands increase.
When the physical imbalances and resistances are dealt with, they do not develop into mental ones. If, however, the rider out of ignorance whether it be willful or from a lack of experience fails to bring his horse to a better balance yet continues to increase his demands, the horse will quickly learn to take advantage of the loopholes in the pattern of control provided by the rider. Not only do the holes show up later when pressure is added and the back doors are not closed, but the physical resistances then become mental or moral in nature, further complicating the rider’s task. I am convinced that 99% of all horse problems are caused by riders who fail to properly set a foundation in early gymnastic training, that is, they fail to master the basics before moving on to the intermediate and advanced work.
The same is true in sales, or any other function within a company for that matter. Many new sales people, for instance, channel energy that should be trained upon the fundamentals into grand ideas that they believe will allow them to shorten the time from start-up to success. They decide, for instance, not to make a fixed number of prospecting calls every day (usually out of a lack of self-discipline that is fueled by the fear of rejection), and rely instead on the notion that they will land the “big deal” with the whale they happened to sail by the other day. Paying steady attention to the fundamentals reinforces your foundation and you need a strong foundation to support the weight of success.
You’ve no doubt heard stories of a young actor or musician who was propelled into stardom without sufficient time to prepare for the pressure of that success. What usually happens? Disaster. Or you might have seen what happens to many people who finally win the lottery. They go broke the next year after a big blowout. Success requires a foundation upon which it can rest, for as with horses, adding energy to a poorly contained system invariably causes leaks that, under greater pressure, rupture the entire container.
Success, in this sense, is optional. You can do the work, create the conditions necessary to breed success and succeed. Or you can try it your way, sacrificing integrity for expediency. The latter approach can at times give the appearance of working in the short-term, but only the former stands the test of time, especially when the going gets rough or the pressure is on.
The choice is yours.