We are living in a world of false dichotomies. In fact, most of the divide we see today comes from the lack of creative thinking. Unfortunately, rigid thinking bleeds into more than just politics and world affairs. Business and sales has become entrenched with inflexible ideas. Why does this happen? Often, the real reason stems from a fear of the unknown. In ancient times, the same fear kept us alive, but in modern days we have attached the neurological rationale to the irrational. What are we really fearing? Probably just the change itself. In reality, the changes or consequences don’t match the amount of trepidation we experience.
Take sales for instance. So many organizations require sales to be a certain process. You have to do a, b, and c. This leaves very little room for innovation. We have become obsessed with the status quo of processes. How many human beings really fit the mold we try to put them in? An obsession with strict ideology doesn’t make good sales people, but only good automatons. Instead of focusing so much on the steps in the follow-up, focus on the individual and the follow-through.
This is not to say that training is a bad thing. By all means, if you find a revenue producing system, don’t stop. However, also don’t be opposed to questions or new ideas that may help to better that process. The world can and WILL innovate, with or without you. Be in a state of perpetually taking what works and disregarding what doesn’t. Through that process, you'll either learn or you'll win, but you won't truly fail to succeed unless you stop innovating or quit altogether. Winners follow through no matter what happens. Didn’t think the sales pitch went well? Don’t beat around the bush and give platitudes and apologies. Fix the problem and follow through.
Maybe we are only playing with semantics. To you, following up is the same as following through. However, the idea of 'seeing something through', means an end is in sight. The mindset behind what you say is what matters. Be courageous and humble enough to challenge outdated ideas.
