An interesting editorial about change was written by the publisher of Selling Power magazine, Gerhard Gschwandtner. Highlighting some of this editorial that jumped out at me, Gerhard wrote, “New business brings change, and you can bet that somewhere around the globe, a team of entrepreneurs is discussing at this very moment how to outsell and overtake your business, making it obsolete. While most sales leaders only think of their established competitors, visionary leaders think about how they can stay ahead of the new breed of innovative and aggressive entrepreneurs. CSO Insights reports that competitive activity accounts for 40.2 percent of the changes impacting a sales organization. By far the biggest changes come from new customer expectations (56.4 percent).”
You can read the complete editorial here.
John Foster Dulles, Former Secretary of State Once said. “The measure of success is not whether you have a tough problem to deal with, but whether it is the same problem you had last year.”
And educator Roy Blitzer states that the “Two basic rules of life are these: (1) change is inevitable and (2) everybody resists change. The only person who likes change is a wet baby.”
Get Comfortable with Being Uncomfortable
We are all creatures of habit. We like to do things that produce a degree of certainty in the results, even when they may not serve us best. At the same time, we want better results but resist anything new, so we recoil back into what is safe and comfortable.
The paradox is, change is the only constant. To grow and evolve, we must change and stretch beyond our comfort zone.
Consider this. If you are comfortable with the activities you engage in, then you are simply doing what you’ve already been doing, which will produce the same results as before. However, if you are willing to do the things that make you uncomfortable; a new activity, strategy, or developing a new skill; then you will create new results.
The lesson? If it’s uncomfortable, it’s probably the right thing to do and the quickest path to greater success. So, So, here’s the mantra when it comes to maintaining your competitive edge; get comfortable with being uncomfortable.
You may be familiar with the definition of insanity: “Doing the same thing over and over and expecting a different result.” Consider my definition of futility: “Knowing the definition of insanity, and still not doing anything about it.”
It’s healthy to embrace and respond to the new normal. your career and your peace of mind depend on it. The fact is, if you are doing the same thing that you did last year to generate new sales, you are limiting your income and potential and making it easier for your competition to take the business away from you which you have worked so hard to earn. Now’s the time to reevaluate and refine your selling strategy and approach.
Final question to you posed by Mark L. Feldman. There are five frogs sitting on a log 1 decides to jump off how many are left? Five; because there’s a difference between deciding and doing.