How to build yourself up professionally and personally
By Sandler Systems
Most people say that they want to be successful in life, achieve their goals and feel content with their accomplishments. For countless people, however, understanding how to reach success can be confusing
and daunting.
Here are nine key factors that separate those who succeed from those who don’t!
1. Hard-wired traits
There are a few important “success traits” that develop in childhood. Children between age 1 and 6 years who are encouraged to develop ambition and drive are more likely to succeed later. For example, some individuals develop a strong work ethic early in life. Whether it’s following through with chores at home or helping a classmate with an assignment, the need to excel is nurtured and celebrated. These people learn about risk early on, and develop a different outlook; rather than being averse to challenges, those likely to succeed view them as motivation.
2. Soft-wired traits
Although there are success characteristics developed in childhood, there are also certain traits that are cultivated throughout life and over time that offer improvement and growth. One soft-wired trait is resilience. Those who succeed in their professional and personal lives are able to push themselves even when they fail. Rather than relaxing in their comfort zones, they understand how to move forward and shatter boundaries.
It’s important to note that those who are most successful also take a different view of failure. Rather than seeing it as a negative, they view it as a cog in the wheel of success.
3. A keen understanding of top behaviors
Every position or job has specific behaviors necessary for success. The individuals most oriented toward success have a keen understanding of these behaviors. In sales for example, these behaviors include knowing how to prospect and generate fresh leads for the company. Not only do they show a deep appreciation and comprehension of what is needed to reach their goals, they also carry out the behaviors consistently, and practice those that give predictable results.
4. Position yourself for success
Within an organization, there appears to be a stratification that occurs, defining the success and behaviors of those who are a part of the group. Generally, you will see a 20/60/20 breakout. The top 20% are the high-performing leaders, the visionaries, those that know what success looks like and how they’re going to get there.
The middle 60% are the variable are average performers who sometimes see success, but not consistently enough for them to join those at the top.
The bottom 20% are the low performers without the behaviors and beliefs to make genuine success possible. Interestingly, these people often talk about success in the same terms as those at the top of the group. The key difference, however, is that those on the bottom are unwilling to do what is required. They tend to make excuses about why they’re not reaching their goals. You’ll find these divisions to be accurate in both professional and personal life.
5. Tapping into the three influencers of success: belief, behavior, and baggage
These three areas can either drive success or hinder people’s progress. The first is belief.
All people have deep down inner beliefs that aren’t questioned, from which they develop personal and professional guidelines that govern the choices they make. Those who are successful have strong core beliefs that drive their progress. These core beliefs help to create positive guidelines, followed by rules that are meant to be challenges as the person progresses personally and professionally. Often, when someone wants to improve their life and achieve success, they must be willing to change their innate beliefs.
Everyone has behaviors that impact their success. As mentioned, successful people identify the behaviors that positively impact their success, translate this knowledge into action, and do it consistently.
Baggage is the final influencer that holds people back. Countless people have things dragging them down like an anchor. Rather than tackling these issues, they simply choose to mitigate them. To see progress, people must move forward by reducing the impact of this baggage on their beliefs and behaviors rather than trying to work around it.
6. The success triangle
Success can be a complex concept. To simplify it, think of success as a triangle of behavior, attitude and technique. All three are critical aspects to a thriving professional career. Behavior is the daily, weekly and monthly activity needed to achieve one’s short-term and long-term goals. Attitude greatly impacts one’s behavior. If a person upholds a “winning attitude” and believes they are effective in their behavior, they will continue to press forward no matter the obstacle. Technique is the third point of the triangle. Technique is the set of skills that separate one person from the next. Non-traditional, unconventional techniques can provide the slight edge one requires to finish on top. This triangular approach helps to break down the components of success and identify which area needs the most development.
7. Head trash
Often people find that their minds become filled with distractions based on their internal fears. This is called “head trash.” Most people have a fear of failure. They find themselves stunted by thoughts of what could possibly go wrong and it hinders their ability to move forward.
Conversely, however, many people also have a fear of success. They worry that if they see some success, they will have to be successful all the time. In other words, if they start to put up great numbers in sales, they’ll be expected to post those numbers every quarter. They’re afraid of being singled out as successful, and of the additional stress that goes along with it.
Understanding “head trash” and moving past it can have a tremendous impact on success.
8. Success needs nurturing
It’s helpful to keep in mind that success is a shifting plane, not an end goal. Succeeding and being successful are two different things! While about 2% of the population are goal setters, the other 98% are problem solvers. But goals are important to moving forward and providing the traction needed to progress. Successful people set goals and adjust as needed, to align with their ever-changing success.
9. The formula for success
There is a distinct formula that can be used to understand success and what certain people do differently that helps them land on top. This formula is comprised of goals, the top behaviors, and using the optimal Key Performance Indicators. In other words, those who are going to succeed will set the needed goals, understand the behaviors necessary to help them achieve those objectives, and be able to measure their progress and behaviors.
Those who are successful have carefully balanced both psychological and behavioral elements; they not only understand the ‘why’ behind their actions, but they grasp what they need to accomplish and how to execute accordingly. Those who are unable to move beyond mediocrity find themselves focusing on one element or the other, but they struggle to bring them together.
Successful people are able to so keenly fuse the psychological and behavioral elements together that they use them as cornerstones to build themselves up professionally and personally.
Interested in learning more about how to achieve success – both professionally and personally? To schedule a complimentary 30-minute advisory session on goal-setting, a success formula, or other sales or sales management challenges, send your request and contact information to SalesTips@repertoiremag.com with “Free Consultation” in the subject line.
About Sandler Training
With over 250 local training centers around the globe, Sandler is the worldwide leader for sales, management, and customer service training. We help individuals and teams from Fortune 500 companies to independent producers dramatically improve sales, while reducing operational and leadership friction.
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