Salespeople and managers
who consistently perform at a higher level have certain things in common. They
are committed to their success, have a passion for their profession, have clear
goals and are uniformly more comfortable taking risks than most. Their ability
to take intelligent risks is an important ingredient in their success and a
huge determinant in anybody's level of achievement.
Sub-optimal performers settle
into their comfort zone, fall into endlessly recurring patterns and stop challenging
themselves in significant ways. By contrast, top performers are talented and
persistent risk-takers. They are better at taking risks like cold calling, going
for the close, taking on new products and trying new ideas in recruiting and
growing their field offices. It's possible to improve a person's risk-taking
ability and hence their performance.
I'm fairly knowledgeable
about risk-taking. As a Professional Exhibition Skydiver, I've taken some extraordinary
risks and prevailed. I'm among the few who has successfully made the most challenging
stadium jump in the United States into wind-buffeted Candlestick Park. By being
willing to take some significant risks, I have been able to earn a skydiving
World Record and be among the few to ever stand at the North Pole.
But skydiving is not the
only setting where I've found risk-taking to be valuable. It has also been vitally
important in my business career. I had to take risks successfully when I was
the Chief Operating Officer of an international design firm and when I was responsible
for a portfolio of more than $140 million worth of commercial real estate. If
I had not been willing to take some significant risks, I would still be someone
else's employee instead of working for myself and pursuing the career of my
The Lure of the Comfort
The comfort zone is seductive.
We all desire comfort. It's human nature. However, too much comfort does not
serve us well. An inability to step out of your comfort zone will profoundly
limit your performance.
Adaptability is vital and
becoming more so. Change is pervasive and accelerating. Single-employer careers
are history and single-profession careers barely remain and will soon be gone.
If you are going to thrive in a world of rapid and accelerating change, you must be adept at adapting. Adapting might be as subtle as changing your mindset or something as big as going back to college or attending online MBA programs.
The more comfortable you are with taking risks and
dealing with the resulting fear, the better you will be at adapting.
Change can be frightening.
It's the single greatest source of fear we all face. Change confronts us with
one of the most frightening of situations: the unknown. Although it is perfectly
normal to be fearful of change, such a fear response can immobilize us.
The Critical Step - Responding
Effectively to Fear
Courage is resistance
to fear, mastery of fear, not absence of fear. Mark Twain
Fear is fantastically powerful.
It is the primary obstacle to being a talented risk-taker. It is also a huge
limiter of sales success. The fears of rejection, failure and success are always
present in the sales environment. Learning how to prevail in the face of fear
is the single most important step one can take toward becoming a successful
risk-taker and maximizing sales success.
Our comfort zone is partially
shaped by life-preserving fears and partially by groundless ones. To become
more capable risk-takers, we must move away from the instinctive response to
fear and toward the counterintuitive response. The constructive, though counterintuitive,
response to fear is to acknowledge and accept it.
This approach has been validated
by the National Aeronautics and Space Administration. Early in the space program,
NASA observed that a certain number of its astronauts were completing their
missions successfully without suffering motion and stress sickness. Another
group was consistently having these problems. Based on empirical research, NASA
determined there was one factor that differentiated the two groups. The astronauts
who were completing their mission without these physical manifestations of fear
had acknowledged in advance to themselves or others that they were going to
be afraid. They had a constructive response to fear.
The Rewards of Risk-Taking
Why take risks anyway? Why
even consider leaving your comfort zone? Isn't risk-taking something we are
supposed to grow out of? Isn't it just a remnant of impertinent youthful behavior
we should have left behind as we matured and grew wiser? The partial answer
to all these questions has already been provided. Risk-taking yields vitality
and a higher level of achievement. But there is more!
For every reasonable risk
there is at least one possible reward. This is a direct reward. A reward that
can be identified at the time the risk is being considered. Examples of direct
rewards include the qualified prospects that will result from cold calling,
the additional business that will come from learning how to sell more products
and the additional policies that will be sold by a willingness to go for the
But better yet, a consistent
and thoughtful pattern of intelligent risk-taking will yield something even
more exciting: compound rewards! Compound rewards are the surprise rewards -
the rewards we cannot anticipate at the time we are considering the risk. These
rewards will never have come our way if we are not been willing to step out
of our comfort zone at some point. Compound rewards can include knowing your
professional persistence resulted in a widow being financially secure and able
to fund the college education of your deceased client's children. You had no
way of anticipating back when you were selling the policy that this would be
the outcome. This is a compound reward - the kind you will experience if you
are willing to move out of your comfort zone on a consistent basis and take
It occurred for me. A few
years ago when I was 10,000 feet over the North Pole and moments away from the
120 degree below zero temperature of freefall, I had no way of knowing what
compound rewards that risk would bring. I had no way of knowing that jump would
be the first step in a most extraordinary career transition, or that I would
abandon a fairly conventional corporate career path and make my avocation of
skydiving a major part of my vocation.
We don't know the rewards
we will enjoy by our willingness to take thoughtful risks, but we do know the
rewards will not occur unless we are willing to take those risks. And wouldn't
it be a shame to forgo some wonderful, if unknown, rewards just because we can't
seem to find our way out of our comfort zone!