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Common Questions and Answers
Okay, hereâ€™s something you may have never heard before, but itâ€™s critical to understanding how you can get your people, your organization and yourself to grow:
The most powerful force in human nature is to remain consistent with the identity you hold of yourself.
The Cycle of Performance as outlined in the article, The Only Proven Way to Turn an Average Sales Person into an Outstanding One Sales Professional, describes the four phases every person goes through in order to grow. A person must go through Inception, Deception, and Transformation before reaching Identity ï¿½” the fourth and final phase of growth.
Identity is the combination of beliefs, values, habits, and conditioning that youâ€™ve unconsciously created as a syntax for your life.
Just think of all the wonderful opportunities for growth that would occur if you could change your peopleâ€™s identity so that it aligns with your organizationâ€™s vision.
Once your people align with your companyâ€™s vision, you have to support them through the cycle of performance to Identity. Thereâ€™s no way around the cycle.
You start by identifying where your people are emotionally. We find that most teams that are not working up to their potential are in Deception. But regardless of what stage theyâ€™re in, they have to get to the fourth stage, Identity, to â€œownâ€ their new belief systems and habits.
An easy way to illustrate what it takes for personal and organizational growth to occur is to think of springtime.
In nature growth occurs in the spring, right? Thatâ€™s when conditions are favorable for things to bloom. Well, the same is true in business. An organization can grow only when conditions support its growth.
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