That we live in a
time of relentless and pervasive change is no longer news to anyone. There is one important implication of this situation that continues to be a challenge. That is that we need to continually change our behavior to adapt to the world around us.
My work of helping companies develop more effective sales organizations
always involves making changes in the company. Sooner or later, that means that some of the employees must make significant changes in the ways that they think about, and do their jobs.
This is particularly true of the salespeople, who must decide to change their behavior and to implement the best practices which I teach. Beyond that, ultimately, helping people change is the work of every executive, manager, consultant, and trainer.
The Heart of This Article – Responsibility
This brings us to the heart of this article. What is it that empowers some people to change smoothly and effortlessly, while getting others to modify their behavior seems like moving a mountain? What is the fundamental building block for individuals which, more than anything else, equips them
to successfully implement change?
It is something that is becoming increasingly rare – a motivating sense of personal responsibility. That is, a deep and abiding belief that one is responsible for one’s own behavior as well as the consequences of that behavior.
That seems so basic and common sense, yet I am constantly amazed by how few people actually exhibit it. Over and over in my work in developing salespeople and their managers, I’m struck by how many people fail to accept responsibility for their own success or lack of it.
It’s Far More Popular to Be a
Victim Than Take Responsibility
We have all shook our heads sadly over some newspaper account of someone who commits some act of irresponsibility, and then successfully sues someone else. In our litigious world, being a victim often pays. That is an unfortunate consequence of an unhealthy belief.
