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Inhibitors of Mastery – Part Two

By Trevor Coltham

In this article, I wanted to focus on the second inhibitor that gets in the way of people making the most of their potential: Failing to show up when it’s challenging.

Here's a little from my last blog...

As a society, we do tend to marvel at people with amazing talents. In doing this, we often overlook the motivation and effort by those who achieve amazing things.

People generally attribute great achievements in others to raw talent over effort. Interestingly, research suggests that effort contributes way more than talent alone.

For example:

Consider a sales professional who believes that another member of the team generates more new business than her because they have the gift of the gab. The belief is: “I’m an introvert, so I'm not effective at business development.”

I suggest that this is our mind's way of giving us an excuse for or compensating for our lack of achievement. We may then discount our abilities and not put the required effort into developing the necessary skills.

Angela Duckworth (author and speaker) suggested a formula for achievement which is:

Talent x effort = skill
Skill x effort = achievement

Notice there is a double dip on for effort. It will take a level of talent and effort to first develop a skill. Then even more effort using the skill to get to achievement.

Back to the sales example from above:

It’s likely that our sales professional has some talent with other sales skills. Putting effort into modelling other successful BDMs and reading a few books on the topic could be the first step to self improvement.

Her coach may also help her reframe the limiting belief around introverts.  This creates the new belief of: “I’m a great listener which means I can differentiate myself with new clients and become their trusted advisor.”

The BDM's new belief creates a plan to utilise the new capabilities for a measurable period and measure the results in her sales dashboard.

The antithesis is to develop grit and resilience comes down to investing time in the hard work required to achieve worthwhile goals.

Here are some tips on how you might decide to improve your grit and determination:

1. Develop a fascination with what you are driving towards

What is it that genuinely interests you? If you don’t know, Duckworth suggests recalling what your hobbies were as a teenager. What gets you out of bed with a spring in your step? Aim to link back to whatever it is you want to achieve with what already lights a fire in your belly.

2. Implement upgrades designed to improve yourself each day

You have 365 days and therefore opportunities to improve yourself every year. When you focus on micro improvements, the results stack up over time. For example, making two more calls a day. See how this improves your sales pipeline.

3. Why do you want to achieve this?

Having a goal without clarity on why you want it won't assist you in self-development. Make sure you write down your goals and continually remind yourself of them. It will assist you in motivation to be a better version of yourself.

4. Develop a growth mindset

I covered this one in the first article. Believe you can always grow mentally, physically and intellectually. This is a critical belief that ensures you can handle the setbacks especially when things in life become hard.

Keen on developing more sales skills, grit and motivation in your team? Let's talk!