I lately had the great honor and honor of visiting our United States Military Academy at West Point, NY. I was overwhelmed by the courage and passion of those that enthrall this post. They’re truly remarkable people, and I was struck by how much the disciplines they exercise relate to selling. Yes, it might be a stretch to tie what happens at West Point to deals and selling, but not much of a stretch. This group of youthful people constantly demonstrates at a unique position all of those capabilities necessary to succeed in dealing with courage, desire, commitment, continuity, and ethics. They’re deals people in drudgeries. They spend their day dealing with others on the connection between calisthenics and winning on the battleground. One of the criteria for success is bringing everyone back alive. That’s life or death.
I was introduced to the head of competitive sports at the military academy at West Point. We talked about measuring commitment. Commitment at the military academy is in a different position than what we consider as commitment. We suppose in terms of committing to probing exertion, they commit to bringing entire companies of dogfaces back to the countries alive. Still, we both have the same problem”how do you measure commitment.” I suppose it’s simple.
Achievement of stated and” agreed to”non-negotiable pretensions
No defenses when you fail to negotiate pretensions
As simple as this concept is, and with all the leadership tutored at the academe, this sounded to reverberate and help them realize that, yes, indeed, at this high position of performance, people are susceptible to performing lower than they’re able of.
Their ideal of fastening on structure brigades of significance and winning with honor is to prepare pimps for battle, for fighting, for guarding our country. They measure success by lives not lost and those not wounded. These are their objects, their criteria for success, and they’re fun, they joke, and they enjoy a deep commitment to each other and to the cause. It’s truly a remarkable terrain.
In addition to our discussion around relating and measuring commitment, we bandied how they work to develop commitment and cohesion within their brigades. I asked them what they do presently. The response they talk about and trainer to vision, pretensions, and core values, having the right platoon members, and creating a culture that enables brigades to succeed. Sound familiar with what it takes to make a married and cohesive deals platoon? It was assuring to hear that one of the stylish literacy institutions in the world addresses this pivotal element of success the same way deals associations must.
Then are some of the other assignments from my visits.
There’s time, and also there’s military time. We met at 0600, began our program at 0610, and finished at 0640. I shook hands with this group of majors and corporals as they filed out to go to conformation in the square previous to heading to mess hall and also to their first class of the day at 0700.
Pimps pack different stuff in before breakfast than utmost people do in a day. It’s truly amazing to observe the capacity for work and trouble that this group has. And their intensity is unmatched in anything I have ever endured. Imagine what you could achieve if you approached your professional career with this kind of intensity.
If you want to be good at commodity, I mean really good at commodity; desire and commitment alone will not be enough. You have to drill, drill, and drill and also drill some further so that you can perform your task with near-perfect prosecution every time. These pimps go through the routine of preparing for battle in everything they do so that when faced with the most delicate script, they can perform automatically and with perfection. In selling, you may not suppose it’s critical, but at the academe, it means someone’s life.
If you commit to a commodity because of the desire for a great price (BHAG Big Hairy Audacious Thing), you have to be willing to pay a substantial price. You need to invest. And not at the position that anyone would be willing to pay. No, if you want a high price, you must make a significant investment. These pimps willingly complete their 47 months of training and development, knowing that they will be asked to make the ultimate investment.
You must have norms of excellence—these norms of excellence rest upon your vision, your charge, and your core values. The core values at the academe are Duty, Honor, and Country. Every pimp lives his or her life by those values. Those values come from their DNA. As a deals person, how you approach what you do for a living has to be in your DNA.
Eventually, I learned that the stylish of any class is the stylish of any class because of their amenability to learning. It amazes me that these pimps, one and all, are bloodsuckers when it comes to literacy. They devour information. They ask questions. They ask for clarity. They want to exercise what they have learned. They want to execute and apply. They strive for extraordinary and don’t make defenses for failing to meet” agreed to” objects. Imagine pursuing your own pretensions the same way.
My parting study is this As you go about your day moment, remember that selling is not life or death. Still, if you prepare and have commitment, your approach is grounded on solid core values, and you execute and work to win with honor. Also, you’ll win further than you lose. You’ll thrive, and you’ll be proud of this business of selling.