Stuck o this vision thing!

I know that sometimes I really get stuck on certain subjects, and I am now stuck on this vision thing that I spoke about last time I was here.

I was speaking to someone the other day, and he told me about a group of reps that he was working with. One group had be "forced" to define their goals, and the other hadn't been pushed.

Well, you know the punch line. The group that was forced, but did the assignment, actually DID do better in their sales.

So what does that say...should everyone be "forced" into setting goals and having as plan of action. Of course not.

Then again, it seemed to work for the company and the sellers. Is that wrong? I am not sure what the right answer is.

We live in a place where we cherish freedom, and no one wants to be told what to do. Yet, the very fact that the group did better illustrates that maybe we are coddling A/Es by not be tough with them.

You tell me.

Would you like it to be forced to do something, even though at the end it worked out for your betterment.

OK, so now here is the rub. We are told what to do all the time. Repeat: we are told what to do all the time. Right from the first day of school, you are told what to do and when to do it. Parents tell you what to do and when to do it, the laws even tell you what you can and cannot do and when and where you can do it. All of this is for your security, safety, and education, etc., etc., etc.,etc.... you get it.

I am wondering whether we have the freedom that we think we do, and that maybe for most of us it is better to be told what to do and then do it.

The word that comes to mind is responsibility. Sales and sales people take on responsibility when they take the job selling. They carry the bag, they visit the people and they make sales. BUT, if in fact, being "forced" to plan this all out really does help, then maybe managers need to be more firm in their roles.

Of course, that raises the issue of what managers really do all day, but that is for another day.

Good selling,

Steve