Crossing thresholds
The sales profession anchors on quarterly landmarks, and there are pros and cons to this deeply-ingrained culture. The constraint of the quarter channels extraordinary focus and creativity, leading to spectacular achievements in a short period of time. On the other hand, it can instill short-term thinking habits, gradually whittling away people’s capacity for macro reflection. Self-aware sales professionals are attuned to both sides of this ledger, and they carefully balance the two.
The passing of a quarter sets up the opportunity to pause and reflect, something we are increasingly challenged to do with the blizzard of tasks overwhelming us. But a new quarter — or, better yet, new fiscal year — is more than a pause. It’s actually a moment. It’s a somewhat smaller moment than, say, graduating from college or getting married. Yet it’s recognizably the end of one phase and the beginning of another. In that sense it has the potential to contain four things that are part of any defining moment, according to Chip and Dan Heath.
(1) Insight: Defining moments upgrade our understanding of reality.
What did you set out to do at the beginning of the quarter/year that just ended? What actually happened? Why did it happen? What does this imply for the next phase? Based on your reflection, what should you stop, start, and continue?
(2) Elevation: Defining moments depart from the familiar.
What can you do to make this threshold-crossing experience more remarkable? Outside of jumping into a cold lake or working upside down, can you change the context of your reflection in a memorable way? Can you engineer elements of sensory surprise, surrounding yourself with good food, visuals, and music?
(3) Pride: Defining moments make us feel good about ourselves.
What have been your most notable achievements? Even in moments that seem to fall short of where we were hoping to be, there has usually been some sort of progression. What are the marks of your progress, however small? What is the momentum you can build upon?
(4) Connection: Defining moments are shared.
How can you make this a social experience? How can your personal or professional community take part, accentuating the impact of the moment through their collective focus, feedback, and support?
Watching serial moments of reflection drive striking personal growth is one the most rewarding aspects of sales. The improvements compound over multiple new beginnings, creating profound transformations in people and teams.
But maximizing the lift of each moment requires clear intention. Perhaps these principles can help.