A while back I was having a conversation with one of my partners and Chairman of Intero, Bob Moles. He made a comment which is so basic and so true, but so many of us over look, “There is activity and there is productivity. They don’t pay the same per hour.” It does not matter whether you are building cars, building computers, selling houses or running a company, there are always people in every organization that get paid more and climb the ladder of success faster than others. They are the 20% of the 80/20 rule. They have the same 24 hours in a day and they don’t necessarily work more; in many cases they don’t work as many hours as some of the others. But they have figured out how to be productive with their time. So, when they show up to work they work and do the most productive activities even if they don’t like it.
Let’s use sales as an example. Who likes cold calling and prospecting? Let’s be honest, no one likes it. Who likes making those calls and hearing no over and over again and having people hang up on you? No one. Yet, in sales that is what successful people do. If you aren’t in sales and don’t like sales people, remember that sales is one of the most critical components to any business, even if you are Google, Apple or Facebook. They focus on prospecting and generating leads or generating money from investors. The other sales people tend to sit at their desk and do what I call reactive activities or use the hope and pray approach. Playing on the internet, chatting with office mates, drinking their cup of Joe and staring at their phone wishing it to ring, please ring. They are the 80% of the 80/20 rule.
My challenge to everyone this week is find the most successful person in your organization no matter what you do and find out what they do with each day from the moment their feet hit the floor until the moment they go to bed. Remember it is probably not just what they do at work that makes them successful. My guess is it won’t be as glamorous and easy as you might think. Then compare it to what you do every day. Make the necessary adjustments and go for it!!!