Achieving Success Starts with Defining Success

CEO and Founder at Tramazing, former President of the Zig Ziglar Corporation, and former Executive Vice President of Sandler Corporate Training, Michael Norton has helped companies accelerate their growth by elevating their talent through learning and development programs. Michael has had the pleasure of working with world-class companies such as Siemens Healthcare, WebMD, 7-Up, Cardinal Health, Cemex, Boral, HPE, Indeed, Lonza, KONE, Evonik, Quest Software, Dell, Anixter, and many more. for 30+ years he has developed, written, delivered, reinforced, and sold sales and sales management training programs that deliver real ROI while fitting into a company's culture, processes, daily sales workflow, and budget.

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The children laughed at one another as each took a turn playing the game. With each passing turn, the children laughed harder, cheering on their friends. The game they were playing was “pin the tail on the donkey.” As each attempt found its way somewhere other than the donkey, the farther away the tail landed, the greater the laughter.

A blindfold makes it hard to hit a target that cannot be seen, especially after being spun around a few times before walking dizzily toward our destination. Although this is a game, with the players being blindfolded, there is still an intended target. It’s one thing to try and hit a target we cannot see, but something else altogether to hit a target we don’t have.

“If you don’t know where you are going, any road can take you there.”

Lewis Carroll

When pursuing personal growth or professional development goals, I have found that whatever it is that we are trying to achieve can be found in one of these four categories: increase, improve, expand, and/or reduce.

It is also helpful to make a distinction between increase and improve. As an example, a business looking to define success and align key performance goals may identify the need to increase revenue while at the same time improving their margins. Individuals I have worked out with may look to increase strength while improving stamina. And when we separate the two words, increase and improve, we are defining very clear goals and targets for each.

Some of us look to expand our capabilities in an area of our life or business. We may want to expand our knowledge or skill. Some of us may look to expand our thinking to gain a better understanding of the people in our lives and events happening around the world. We can look for opportunities to open more stores or locations, expanding our market share, or expand our offerings and customer base…

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