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Now, to the blog:

Every system is designed for the result it gets. This is why I recommend auditing because I don’t want you to go from fire to fire with better and better extinguishers. I’d rather you inspect, anticipate, and avoid the fires whenever possible. I want you to see what’s causing the flames and prevent them. That’s in your systems.

There is a famous story in the world of psychology about two men camping beside a river. Suddenly they see a child fighting to stay afloat while being carried downstream. They jump in and save the child. A moment later, another child appears in the river, and they jump in again and save that child. No sooner do they get to shore, dragging themselves, then they see a third child shooting down the river. One man jumps in, but the other starts running. “Where are you going?” shouts the man in the water. “Aren’t you going to help me save this child? I’m exhausted!”

“I’m running upstream to stop whatever madman is throwing these children in the river!” was his reply.

If you don’t like the result you’re getting, be it new client acquisition, customer loyalty, referrals, or employee retention, go upstream and sort it out at its source.

Own Your Sales Gene…