How to understand that you have reached the limit. How to understand that the company has reached the limit of growth (and what to do next) How to understand that the result has been achieved

Formulate and program yourself for the result- important. In his psychological practice the lion's share I laid the foundation for success precisely in the process of working out this issue, even in individual cases of psychological dependence of clients on psychoactive substances (I give this example, since these are the most difficult cases that I had to work with). Accordingly, a healthy person with the right approach is provided with a 100% result.

First of all, the result must first be correctly formulated.

To do this, you need to indicate what you want to receive? Not what you not want exactly what want to? The correct formulation of the result is half the success.

Remember, like L. Carroll?

"Aloud she asked:

“Tell me, please, where should I go from here?”

— Where do you want to go? replied the Cat.

"I don't care..." Alice said.

“Then it doesn’t matter where you go,” said the Cat.

“… just to get somewhere,” Alice explained.

"You're bound to get somewhere," said the Cat. “You just have to walk long enough.”

Based on the foregoing, we conclude that you need to know exactly where to go, otherwise you will have to go for a long time, and most likely, not where you need to go ...

A lot of people in the process of formulating the result say: "I don't want this and that..."

For example, "I don't want to work here". This is not true:

• The wording of the result must be positive.(without the prefix "not") and specific. By the way, the unconscious does not understand the prefix "not" and when a person says that "I don't want to work here", takes this wording as: "I want to work here", "I don't want a headache" — "I want a headache" etc. But the unconscious part of the psyche is about 90%. It would be more correct to formulate, for example: "I want to work in a company that has such and such, such and such conditions and tasks..."
• The result must be realistically achievable. After the result is formulated, you need to answer yourself the question: "Is his achievement real?" If not, then you need to make adjustments to its wording - the result should be realistically achievable.
• Formulation of signs indicating the achievement of the result. Further, it is necessary to clearly identify the signs that will confirm that the goal (result) has been achieved. By what signs will you understand that the result is obtained?
• Determination of the context for achieving the result. The next step is to determine the context for achieving the result, in what situation and with whom it is needed, and where and with whom it is not.
• Checking the ecology of the result. What will you gain or lose when you achieve the result? Oddly enough, sometimes striving for something, and then, getting it, a person understands that along with the result he has lost something. Sometimes this "something" is more significant than the result.
• Interference. What prevents you from getting the result right now, tomorrow, what resources are not enough to achieve it?
• Resources. What will help you get the result: what resources, qualities, experience, states, opportunities, etc.?
• Motivation. Check your motivation. Why did you decide that you need to achieve results - right now, and not six months ago or not six months later? What will it give you? Is the result worth your efforts?
• Timing. It is necessary to fix the deadlines for achieving the result. If this is not done, then in principle the result will not be achieved. There are no deadlines, so: "I'll start reaching next month, and then how it goes, not everything depends on me..."
• First step. It is necessary to determine the first step towards achieving the result. You can quit smoking today.
• Plan. It is necessary to define a step-by-step, step-by-step plan for achieving the result. Example: the result is a built house. The tasks that are indicated in the plan are to design a house, dig a foundation pit, build a foundation. All points of the plan must be tied to deadlines and dates. The plan must be in writing.

So, the rational preparatory part of the work ends here.

It is necessary to start the process of self-programming of your unconscious part of the personality to achieve a result. As we said, it (the unconscious part) makes up about 90% of a person's personality. Good resource, right?

In this case, you will work to achieve results around the clock, even when you sleep. Out of the blue, thoughts or ideas will come to your mind that will contribute to the achievement of the result, you will be constantly focused on achieving your goal, in addition, a strategic vision will appear that will expand your horizons, reduce the number of errors and increase opportunities.

What do I need to do?

You need to sit comfortably and always in a calm environment so that no one bothers you. After that, imagine yourself from the outside (this is important!), as if you are watching a movie where you are in the lead role, in a situation where you have already received the result.

How do you look? What are you wearing? What facial expression? What environment are you in? What and who surrounds you? What are you doing? What are the colors in this "frame"?

And, if everything suits you and there is a desire to be there, mentally transfer yourself to this frame, merge with your image, i.e. find yourself in a situation where you have already received the result and experience the corresponding emotions.

Remember this state! This is what you are aiming for! Take the first step towards it (you already defined it earlier)!

We are inspired by success stories, because we ourselves can evaluate the results of those who have achieved their goal with effort. Seeing the path they have traveled and the reward they have received, we ourselves involuntarily feel the desire to try our hand.

The result is one of the simplest and most accessible sources of motivation for each of us. A person of any age has a story about how he achieved an important goal for him. This goal may have been small in scope, but it helped him to feel the significance of the efforts made and inspired him to new achievements.

The problem is that such stories are lost in memory over time and no longer give determination. Fortunately, there are some very simple rules to ensure that our past results always push us into action in the present.

Keep a diary

The main thing to remember about is its purpose. It consists in fixing results and achievements in order to fully appreciate the picture of your life, and not collect it from fragments of memory.

You don't have to be a writer to turn your diary into an incentive. In addition, it is enough to spend no more than 5 minutes a day on keeping a diary. Just open any text editor or take a piece of paper and divide it into two columns. Call one “Me Today” where you will describe the most important result achieved during the day, and the second “Lesson Learned”, where you write down what you could learn from this experience.

Every evening, write down a couple of sentences about the results you have achieved and the lessons you have learned. Words of gratitude, friendly support or, conversely, indulgence bad habit- any result, even negative, is an opportunity to learn a lesson for yourself.

It is enough to spend 5 minutes and write two sentences to understand: every moment is an opportunity to learn something important.

Turning every day into a lesson, you will never say that you spent it in vain.

Store your rewards

Trophies, photos, Thanksgiving letters- any memory of what you have already achieved can always give you a boost of motivation. The main rule to follow is the renewal of victories. You can be proud of your 8th grade swimming diploma at the age of 40, but by this age it is better to find a more suitable subject for pride.

Today, I rarely meet people who keep awards or photographs at home that remind them of their successes. Everything has migrated to the Internet, where the real achievement is blurred in a sea of ​​random events.

It is very important not to forget who you were in order to remember who you still have to become.

One athlete I know told me that each of her trophies is, first of all, a memory of willpower and the zeal with which this victory was won, and not of the triumph of victory. Cups give her strength to continue working on herself and do not allow her to forget the people who were there and supported her on the way to her goal.

Let this be not a diploma or a cup for you, but just a photograph that reminds you of personal success in work, study, sports or relationships. Put it in a frame and every day remember that success is the key to your actions. It's up to you to repeat it.

Get Recognized

Every achievement is commendable. This is not only a tribute to your work, but also an opportunity to remind you how important what you do is for others. We do not often ask to be praised, but this form of motivation is the most pleasant, because it comes from outside.

Thunderous applause or simple gratitude are equally valuable forms of recognition. To get them, sometimes you have to ask for it. Surely most of us are not accustomed to asking to be appreciated for their work, and this is not because we are so important. There is simply no guarantee that we will receive what we ask for. What if they refuse us? Or just laugh?

We don't want to be vulnerable. But it is worth understanding that it is at such a moment that a person is best aware of how important words of support and adequate support are.

To get recognition of your merits, it is enough to ask the right people about it. Surely there are those in your environment who will be able to treat you with understanding, because they will see your openness.

Finally

I put together this set of tips with one firm conviction: each of you has already achieved significant results. I just suggest looking back and understanding how important these results can be for your future. Evaluate them, draw conclusions and start moving to new heights.

For someone, your story will definitely become an example. Remember this.

"Specialists in their field".
The slogan of the AvtoSpetsCentre Group of Companies

The system of training and assessment in the company is one of the key means of implementing the company's development strategy in the market and its competitive advantage. For several years now, the company has been successfully operating a training system for sales consultants, which consists of two stages: basic course sales - for beginning sellers, advanced sales course - for sellers who have been working in the company for more than six months. Also, sellers undergo training and mandatory certification in the representative offices of their brands.

The idea of ​​training for salespeople who have been with the company for a long time and achieved inspiring results came about two years ago when the crisis suddenly hit.

“What kind of training is there when sales departments are reduced by more than 50% and there is no budget for training!” department heads said.

The training center of our company decided on its own to create a third-stage training program for sales consultants. And then we (head training center and business coach) asked the question: “What knowledge, skills and abilities do our professionals need? After all, they own sales standards, skillfully apply many special techniques and technologies for working with clients? Are there technologies that can further expand their area of ​​professional competence? After a long search and many doubts, we realized that coaching is such a technology.

So why coaching?

On the one hand, the high level of skill that our sales professionals have (most often this is the level of unconscious competence) is often characterized by a decrease in the level of motivation for their own development. There comes a moment when all previously impressive goals are achieved; what used to be self-conquest is now a daily activity.

On the other hand, a constantly growing and changing company constantly makes new demands on its employees.

Thus, having already reached a certain level of skill, sellers are forced to look for resources for self-development, while losing internal motivation. And no one except themselves will be able to find those inner forces that will allow them to expand their consciousness and give momentum to their own development.

Coaching is the art of change. Acquaintance with coaching tools will allow sellers to realize their own resources and "clear the blockages" on the path of self-realization.

By this time, the crisis had passed, leaving many unresolved issues and setting new tasks in the development of the company, including in the field of training.

My company gave me the opportunity to study at the International Erickson Coaching Institute, which allowed me not only to develop my own goals, but also to expand the arsenal of methods of working with people. In my work as a trainer, I often encountered situations of personal interaction with people who asked for help in analyzing individual situations. However, I did not take on this kind of work, because I did not have the methods of individual counseling, and was guided by the principle of “do no harm”. And coaching has become for me the most environmentally friendly way of development that can be used by an internal coach of the company.

Armed with the knowledge gained and the coaching experience already acquired by that time, which was gained while working in triplets on Skype and working with my external clients, I began to form the training program "Coaching for Professional Performance".

When I started working on the structure of the training, I decided to go through all four stages of planning and answer my own coaching questions.

What do I want? What result do I want to get at the end of the second day of the training?

Firstly, all participants of the training will get acquainted with new form self-development - coaching. Secondly, they will learn to ask themselves the most open questions that will expand the horizons of their own vision. Thirdly, they learn new tools that will help them independently determine their goals and ways to achieve them.

How will I know that the result has been achieved?

The questions that will arise from the participants of the training will indicate the degree of involvement. Feedback at the end of the training will help assess the relevance of the topic and the tools discussed. Doing homework between the first and second lessons is a good indicator to determine the level of motivation for one's own development.

Why is this important to me?

The experience that I get from the implementation of this project will be one of those steps that move me further towards my cherished dream - the goal: to be a multifunctional professional, in whose arsenal there are many technologies and tools for both individual work with the client, and for working with teams.

And also - these are people who, thanks to working with me, become more determined and purposeful. People who, by acquiring new inner strength, strengthen the company.

How am I going to implement this, what steps should I take?

At this stage, by itself, easily and quickly, the main topics of the training appeared. And when the design was ready, even the presentation of the program was ready for approval by the HR Director, doubts and fears arose. Approval for the course has already been received, a group was assembled very quickly. And the coach kept “tinkering” with his fears:

Will the training material be understandable to all participants?

Are coaching tools suitable for achieving salespeople's goals?

And most importantly, will they be able to use the acquired knowledge on their own to work on their own projects?

The analysis of fears showed that they all belonged to the area of ​​blaming the system: my doubts related more to external causes than to internal ones. Good! Then what is the value of my idea to do it with these people, in this company? The answer was in the form of an image of the sky. The sky that Richard Bach described in the story “Sky is Everywhere”: wherever a person is, no matter what happens to him, he can always raise his eyes up and see his sky, connect with what is important to him.

Determining your own values ​​and being able to connect with them at any time is what matters to every person. This idea inspired me, gave me confidence, amended the structure of the training.

Imagine my surprise when all (without exception!) participants of the first training noted their own fears in the same sector - blaming the system. And the question of values ​​made everyone think. The use of metaphors, the story of values, even fairy tales greatly "cleared" the path to awareness and openness.

Of course, the first training was not perfect, and immediately after it, I sat down to adjust the program. But the goals of the training remained unchanged, and I had a great opportunity to “get into the time machine” and relive this experience again with the second group, walk along a different path to the same destination. As a result, the objectives of the training were more clearly clarified:

1. Help participants become aware of personal resources, identify professional goals, realize your own values ​​and outline a development plan.

2. To acquaint course participants with self-coaching skills for developing professional skills and unlocking creative potential.

3. Introduce coaching tools that can be used in mentoring.

The first day of the training was devoted to inspiration. The main tasks of the first day of the training were as follows: to clarify and formulate the basic concepts of training - coaching, professional effectiveness, to make a wheel of skills of a salesperson - consultant and in practice to work out the main tool of coaching - 4 questions of planning.

The Sales Skills Wheel turned out to be impressive in terms of the number of sectors (eighteen skills), and well-developed according to the first assessment of the training participants. Only six skills (out of 18) were in the development zone - below 6 - 7 on a ten-point scale. Moreover, all these skills were related not so much to the field of communications with customers, but to the self-organization of the seller. For example, the recovery skill turned out to be the most "undeveloped" - this concept means the ability to organize one's free time in such a way as to have a good rest and have time to restore resources for further activities. The skills of organizing one's own time and planning also got into the development zone.

Project planning work in professional activity, gave information for reflection in the field of environmental friendliness of the goals, as well as in the issue of creating commitment in the implementation of planned actions. As one of the participants noted: “After such work, the brain boils and you have to do all this again personally with yourself in order to understand the whole global nature of what you have received.” And such an opportunity was given to each sales assistant: the workbook contains a self-coaching form designed specifically for independent work.

Sample questions from the self-study form:

Topic for work. What's important?
________________________________________________________________________________

_________________________________________________________________________________
Formulate the topic or question in one sentence

Motivation: what will change when you find the right solution to this question?
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
What exactly and what value needs prompt you to solve this very question now?

Relevance of the topic: why else is it important?
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
How timely is this research for you? What specifically needs your attention right now?

What is happening: what is the real situation?
Ex. _______________________________________________________________
App. _______________________________________________________________
Verb. _______________________________________________________________
Write 3-5 nouns, adjectives, verbs that correctly describe the situation.

The second day was devoted to creativity and planning in the process of implementing any project in the work of a sales consultant.

To reveal their own professional potential, the SWOT technology was analyzed - the analysis of the personality of the seller. When analyzing your own strengths no participant could single out more than five strong and weaknesses of his personality, as well as to analyze in detail the external opportunities and limitations in such a way as to connect this information with the plan of personal development. This is a signal that employees do not have a clear vision of the prospects for their further professional development.

The main working tool of this part of the training is W. Disney's strategy. All participants were involved in the creation of projects for the development of three selected skills according to the Disney methodology. They were able to formulate the main goals and ideas of the project from the position of the “Dreamer”, thanks to the position of the “Realist” they were able to prescribe a plan for the implementation of the project, and from the position of the “Critic” they were able to identify successful actions and actions to improve the implementation of the project.

Sellers - consultants successfully coped with the task of "Dreamer" and "Realist". The greatest difficulty arose with the formulation of questions from the “Criticism” position: instead of analyzing the risks in the project implementation plan, the participants criticized the ideas and actions, and could not formulate the task in the form of a question aimed at improving the plan and making it more realistic (in accordance with the outcome framework ).

Disney's strategy in the form of group coaching caused a lot of positive emotions and made it possible to look at the work of a sales consultant and the development of his professional competencies from an unexpected angle. The participants admitted that they would never consider such applied and everyday tasks as the development of skills and competencies through the prism of creativity and planning. And the results obtained during group work on the Disney strategy in a good way amused and made us think about many things. Someone noted their limitations in planning, someone saw their development zones when working out alternative actions.

An important final part of the training was work on one's own values ​​and analysis of the company's values. The analysis of R. Bach's story "The Sky is Everywhere" and the analysis of visual images helped to remove many of the defensive reactions of our professionals. And then their serious faces brightened. “Now everything has fallen into place,” one of the participants noted, “Now it’s easy to answer the coach’s question – “Why is this important to you?”…

When analyzing the achievement of their own goals for the training, the participants noted that they had made significant progress in planning their own projects, but such a volume of information cannot be realized in two days of the course.

Here are just a few of the testimonials from trainees:

“This knowledge will help me in identifying needs and in understanding the reaction of customers to my words”

"It new tool for introspection"

"I managed to get rid of fear"

“Going to the training, it was important for me to draw up programs own development. As a result, I realized that in the near future I need to remove the fears that hinder progress and plan my future in more detail. Classes with a coach are very useful for me and the company! Personally, I'm progressing!

“The question with which I came to the training was related to the application of coaching in my life. I reached my goal by 150%! The most valuable effect of learning for me is introspection, thanks to which I will set a goal for myself in the near future!

The second group proposed to find the most acceptable translation of the word "coach" into Russian. A study of our cultural traditions carried out right there showed that the elders of the clan or wise men in Russians communicate in a similar way. folk tales and epics. After that, the entire training, all participants addressed each other as “respected sage”.

The implementation of the project is not over yet. The pilot project outlined new ways to develop training in the company. In my practice, new methods of working not only with sales assistants, but also with other categories of employees have appeared. Further there will be educational support in a new format, analysis of changes, new projects.

The third stage of training has been launched. And maintaining your own commitment - answering once again to yourself the question “Why do salespeople coach?” I now just re-read the feedback from the participants and remember their questions. And this is the most important answer for me.

Svetlana Davydova
Business coach of the AvtoSpetsCentre Group of Companies, Certified coach of Erickson International University (2011)

I've always been interested various systems personal effectiveness, especially those focused on achieving results.

When using To-do lists, you often notice that the productivity of the day is measured by the number of tasks completed, and not by their quality.

I define the quality or weight of the tasks quite simply: if the tasks bring me closer to achieving the goals set earlier, then these tasks are “Important” and their weight is large. And if the forces were spent on a dozen or two tasks, and at the same time I didn’t get closer to my goals, alas, the forces were spent far from the best way.

Last year I learned about the system Agile Results, which was just designed to achieve results. I tried to use it and liked it: today I apply several key tricks and ideas borrowed from Agile Results.

The technique was developed by one of Microsoft's senior managers, J.D. Meier. A separate book is dedicated to the description of the system. , but my acquaintance with Agile Results did not begin with her: I saw a review article on betteri.ru, and after that I read another book by the author on how to implement the methodology in my life in 30 days -. The book gives a detailed algorithm for every day for a gradual acquaintance with the technique.

Overview of the Agile Results system

The basis of the methodology is the rule of three results:

• Three highlights of the day. Every day at the beginning of the day (or the night before) you need to formulate 3 main results of the day that you want to achieve today. Starting every day with a clean slate
• Similarly - three results of the week
• Three results of the year

For each result, specify:

• Why (providing a link to spheres of influence)
• How (what needs to be done to achieve the result)
• End result (answering the question of how to understand that the result has been achieved)

The system works like this:

• Plan for Monday– at the beginning of the week we form the 3 most valuable results of the week
• In the morning every day– results of the day, coordinating them with the results of the week
• Review Friday- at the end of the week, we evaluate the week and summarize: what was achieved, what did not work out and for what reason. We highlight 3 areas where things are going well and 3 areas that need to be improved

Areas of focus for J.D. Meier named "Spheres of Influence" between which a balance must be maintained. He proposes to divide all tasks and projects into three areas:

• working area,
• personal area,
• Life or life sphere.

Projects and tasks in work and personal areas are divided into "Current activity", "Active projects" and "Postponed" (backlog), and in "Life" the author highlights:

• Intelligence
• Emotions
• Career
• Finance
• Relations
• Entertainment

The main principles of Agile Results

• Start every day, week, month, year with a clean slate. Daily monitoring and, if necessary, reprioritization
• The 80/20 Principle - Spend 80 percent of your time doing, not planning.
• Be prepared to change your approach if something doesn't work
• "Bite off as much as you can bite off"
• Share Actions and Help Information as not all information requires action
• Set boundaries: Define limits in spheres of influence, clearly represent the minimums and maximums that are assigned to each sphere

Key Values ​​of Agile Results

• The approach is more important than the result. It is not always possible to influence the result of actions, but you can always change your attitude, actions and response.
• Energy over time
  • Focus on maintenance high level energy
  • Proper nutrition
  • Good dream
  • Physical exercise
• Concentration is more important than quantity.Don't need to perform as many tasks as possible, ait is necessary to perform those tasks that are really necessary (meet the goals)
• Good enough is better than perfect. It is better to do than to constantly explore how you could do a better job.
• Think in terms of development = I will always learn and grow
• The result is more important than the action: spending more time at work is not the main thing, the main thing is the result
• The system takes precedence over a temporary solution

I compiled a summary of the main ideas for the Agile Results methodology into a mental map:

Every second person is trying to acquire some kind of skill, upgrade their abilities, become better in the human pan, but few know when that very limit comes. And really, what are these limits? It's one thing - muscles and a life full of entertainment, but there is no limit to perfection. If you overdo it and tighten it, it will only get worse, apathy and other nasty things will begin.

In principle, everything can be explained with the help of a diagram, because everything has four stages: birth, dawn, decline, decay. It is necessary to stop at the recession, but how to feel it? In other words, to what extent to develop?

When interest is lost

First of all, you understand this through the prism of interest. Year after year, day after day, you put your time and energy into this very thing. You didn't sleep - you used to not sleep. You were ready at any time of the day or night to drop everything and continue to develop your brainchild. The harder you worked, the more you delved into it, the more you liked it. But one fine day, everything somehow abruptly ceased to please. Everything is done automatically. You seem to be happy to develop something, but laziness, it’s not interesting. After all, you need to work out a strategy, and you already have yawns and longing in your eyes just from the name of your project. It happens - interest is gone, and the most offensive is that it can no longer be returned. You will either have to wait until you gain experience and know what else to do with it, or when your project starts to degrade. It happens to everyone, the main thing is to leave in time or switch to something else, otherwise you will provoke the awakening of a nightmarish beast called "routine".

When you feel relieved

And here is another moment, directly opposite, as they say, from a completely different opera. Let's say you're going. I stocked up on books from the library, read the wisest articles of one online publication, listened to the wise people from TED and began to study, day after day filling the gray matter with useful knowledge. The thing is that you got into the company of intellectual usurpers who mocked you by constantly talking on high topics that you, the average mind, did not understand. You just stopped developing, remained somewhere at the level of 2004. And when you realize that you have something to talk about with them and that it is easy for you to start a conversation in any company, when you feel that very lightness, then you can consider the goal achieved.

It's the same in sports. At first, it’s hard for you to practice, all through strength, through pain. Nice, but still a pain. And then comes a reverent calm, everything becomes easy and simple. So, you have reached your bar and now either maintain or grow further.

When it stops working

The same answer, from the category "So spoke Captain Obvious." But you can no longer do anything new, and all your development and improvement actions run into severe resistance. As you know, the hit target falls, and there is simply nothing to shoot at. Where are you shooting? And, most importantly, for what? How can you get into the top ten if there is nothing to shoot at? And you keep firing, firing, and the bullets fly away to nowhere.

The limit is when it doesn’t work out anymore, when the body, things and everything around you tell you: “Stop, guy, nothing else will work out.” The car has a limit - you can’t accelerate more than 200 km / h on the Volga, no matter how sharply and furiously you hit the pedal. And so everywhere: from sports to self-development, from war to love. But this does not mean that you need to give up everything - it would be better to try to throw yourself a new challenge, it is he who will add opportunities to you.

When a new dream looms on the horizon

As already mentioned, when the limit is reached, interest is lost. That is, the dream ceases to exist for you. Not only as a dream, but in general. Thoughts about this or that process leave your head, and a new dream looms on the horizon. Let's say you decided to assemble electric cars, and then, when there was very little time left before their release, you decided to send people to Mars and immediately began to realize your plans. You have reached your limit in car building, you can’t think of anything better, and the idea, as it turned out, was not so good. In the Martian mission, you are sure, you can realize yourself to the fullest.

When you understand why you need it all

We always think we know everything. But without experience, we don't know anything. Even your dreams. You didn't really know why you needed a chef's course. You just wanted to please your woman by learning how to cook, and now you understand that this is your calling, and you are ready to quit your ill-fated office job and go to work as a cook. You thought that you were running every day to be healthy, but it turned out that you were running away from the malevolent personalities from a dysfunctional area and saving your life. You thought that the shooting range would give you all the delights of a real man's vacation, but it turned out that this skill will keep you and your family well-being when the war got to your Vietnam.