Scientific research proves that absent a map or compass, lost people do walk in circular patterns. Walking in Circles is the perfect metaphor for what happens to an individual or an organization that does't have a plan - and a process - for helping them get from where they are now to where they want to be.

1. Stop Walking in Circles
Institute for Biological Cybernetics – TÜbingen, Germany

2. Research Finding #1
Institute for Biological Cybernetics
Without reliable cues for their walking direction
people who think they are heading in the right
direction – do in fact walk in circles.

3. Research Finding #2
Institute for Biological Cybernetics
Without a map or compass – people become
increasingly uncertain about where straight
ahead is.

4. Research Finding #3
Institute for Biological Cybernetics
The perception of walking in a straight line or
specific direction is highly unreliable.

5. Most individuals and many
Organizations don’t have a plan or a
process for getting them from where
they are now to where they want to
be.

6. The failure rate for small businesses in
the U.S. is 96% within the first 10 years
and …80% of those businesses fail
within the first two years of start-up.
Why?

7. One of the primary reasons is they
have no plan (strategy) for converting
their passion into a profitable
enterprise.
FranklinCovey Center for Advanced Research

8. “If you can’t describe what you’re doing
as a process, you don’t know what you’re
doing.”
W. Edwards Deming

9. “If you don’t know where you’re going, you might
end up somewhere else. Yogi Berra

10. Employee Goal Awareness Study
• 5 Year Study
• 6778 Employees
• 530 Companies / Organizations
• 9 Separate Sectors of the Economy

11. 44Had no organizational objectives

12. 45Couldn’t Name a Single Organizational Goal
Transportation & Utilities

13. 48Couldn’t Name a Single Organizational Goal
Retail

14. 49Couldn’t Name a Single Organizational Goal
Information

15. 59Couldn’t Name a Single Organizational Goal
Financial Services

16. 60Couldn’t Name a Single Organizational Goal
Manufacturing

17. 62Couldn’t Name a Single Organizational Goal
Health & Education

18. 63Couldn’t Name a Single Organizational Goal
Professional Consultants

19. 69Couldn’t Name a Single Organizational Goal
Hospitality Industry

20. 74Couldn’t Name a Single Organizational Goal
Public Administration
(Gov’t)

21. “When large numbers of American workers show up
to work each day knowing neither why they are there
nor what they are supposed to do all day, it means
American business is operating very inefficiently, and
that means poor service and lower profits.”
The Bottom Line

23. Tactical Operations
Strategic
TacticalExecution
WHAT? Big Picture –
Overall Objective
WHERE is this going to take place?WHO does what?

24. Outperformers Action Plan
See
Clearly
Focus
Intently
Work
Wisely
What you want to accomplish
Strategic Initiatives
Specific Goals
Daily/Weekly Focused
Activity

25. Outperformers Action Plan
S.M.A.R.T Vision (What are you trying accomplish or achieve?) Specificity is key
· Timeline (90 days
· Product Offering(s)?
· Target Market?
· Geographical Scope
· Desired Revenue
Categories – Specific Areas of Focus
· Sales
· Marketing (Visibility)
· Process Improvement – Continuous Improvement
· Business Systems – Team Development
Initiatives – General plans of Action – Areas of Focus for your business
· Increase product sales
· Increase XYZ product sales
· Gain agency visibility through social media
· Improve sales skills – Personally and for my team
· Develop Sustainable Business Systems/Processes
Goals – Measurable Objectives (How Much? By When?
· Increase product sales by X%
· Increase PIFs by X%
· Informative Twitter and LinkedIn posts weekly
· Improve sales skills by learning…. By 8/31/14
Action Items – DAILY goal achievement activities
· 90 Minutes – every day
· Specific tasks
· EOD deadline

26. State Clearly What You Intend to
Accomplish
See
Clearly
Focus
Intently
Work
Wisely
S.M.A R.T Vision Statements
On key initiatives
Link daily activities to
Initiatives & objectives

27. “A pile of rocks…. a cathedral.”
Saint Exupéry

28. “The Only way to get the future you want is
to create it.”
Peter Drucker

29. What are you wanting to accomplish or
achieve?
Specificity is the key
S.M.A.R.T. Vision

30. GAP Analysis
From Our Current State – To a Desired State
Where We Are Now
Clearly define the
Current state – be
Very specific.
Where We Want To
BE
Clearly define the
preferred state –
again, be very
specific
.
The Gap
Closed by developing
Strategies and goals
For closing the gap.
Limit the number of
Strategies to no more
Than five

31. Timeline of 90 Days
Specific Product/Service Offering
Specific Target Market
Specific Geographic Scope
S.M.A.R.T. Vision

32. Why a 90 Day Timeline?
S.M.A.R.T. Vision

33. Within the next 90 days increase consulting
clients by 50% by focusing on “C” level
executives of medium sized companies in the
Phoenix metro area.
S.M.A.R.T. Vision

34. Outperformers Action Plan
S.M.A.R.T Vision (What are you trying accomplish or achieve?) Specificity is key
· Timeline (90 days
· Product Offering(s)?
· Target Market?
· Geographical Scope
· Desired Revenue
Categories – Specific Areas of Focus
· Sales
· Marketing (Visibility)
· Process Improvement – Continuous Improvement
· Business Systems – Team Development
Initiatives – General plans of Action – Areas of Focus for your business
· Increase product sales
· Increase XYZ product sales
· Gain agency visibility through social media
· Improve sales skills – Personally and for my team
· Develop Sustainable Business Systems/Processes
Goals – Measurable Objectives (How Much? By When?
· Increase product sales by X%
· Increase PIFs by X%
· Informative Twitter and LinkedIn posts weekly
· Improve sales skills by learning…. By 8/31/14
Action Items – DAILY goal achievement activities
· 90 Minutes – every day
· Specific tasks
· EOD deadline

35. Focus Intently - 3 Areas
See
Clearly
Focus
Intently
Work
Wisely
What you want to accomplish
• Categories
• Initiatives
• Goals
Link daily activities to
Initiatives & objectives

36. Categories
Areas of Focus – Profit Centers
Category Initiative
Sales
Marketing
Process Improvement/Continuous
Improvement
Business Systems / Team Development

37. Strategic
Initiatives
Categories Strategic Initiative
Sales Focus on newly promoted “C” level execs
Marketing Increase visibility in Phoenix metro area
Process Improvement/Continuous
Improvement
Business Systems / Team Development

38. Measurable
Goals
Initiative Goal
Focus on newly promoted “C” level execs Speak with 10 “C” level prospects per week
Increase visibility in Phoenix metro area Implement direct mail campaign by 7/15/14
Process Improvement/Continuous
Improvement
Business Systems / Team Development

39. “Goals are the fuel for the furnace
of achievement”
Brian Tracey

40. “If you can’t measure it, you can’t
manage it”
Anonymous

41. Action Plans – Daily Tasks
See
Clearly
Focus
Intently
Work
Wisely
S.M.A.R.T. Vision
Strategic Initiatives
Measurable Goals
Do those things (daily) that will
accomplish stated objectives

42. “When an archer misses the mark he
looks for the fault within himself.
Failure to hit the bull’s eye is never
the fault of the target, if we want to
improve our aim we have to improve
ourselves.”
Gilbert Orland

43. “The only measure of what you
believe is what you do...”
Ashley Montagu

44. “Failure is the result of a few errors
in judgement - repeated every day.”
Jim Rohn

45. “Success – is the result of a few simple
disciplines practiced every day.”
Jim Rohn

46. Action Plans
MIAs
Most Important Activities
Goal MIAs
Speak with 10 “C” level prospects per week 10 Sales Calls every day this week
Implement direct mail campaign by 6/30/14 Draft direct mail campaign piece by 6/30/14

47. Action Plans
MIAs
Most Important Activities
80/20 Time Management

48. Outperformers Action Plan
S.M.A.R.T Vision (What are you trying accomplish or achieve?) Specificity is key
· Timeline (90 days
· Product Offering(s)?
· Target Market?
· Geographical Scope
· Desired Revenue
Categories – Specific Areas of Focus
· Sales
· Marketing (Visibility)
· Process Improvement – Continuous Improvement
· Business Systems – Team Development
Initiatives – General plans of Action – Areas of Focus for your business
· Increase product sales
· Increase XYZ product sales
· Gain agency visibility through social media
· Improve sales skills – Personally and for my team
· Develop Sustainable Business Systems/Processes
Goals – Measurable Objectives (How Much? By When?
· Increase product sales by X%
· Increase PIFs by X%
· Informative Twitter and LinkedIn posts weekly
· Improve sales skills by learning…. By 8/31/14
Action Items – DAILY goal achievement activities
· 90 Minutes – every day
· Specific tasks
· EOD deadline

49. Achievement Solutions, LLC (DBA) Outperformers International
Six Success Keys
1. The size of your success will be determined by the size of the problems you
solve.
What big problems are you facing – solving?
2. Build and utilize your team. “None of us is as smart as all of us.”
Build your team around your deficits.
Leverage your team’s strengths.
Are you building / developing a team that leverages individual strengths?
3. The harder you work – the luckier you get.
The key – working on the “right things.” The right things contribute to your
professional development and contribute to your company’s success.
What are the “right things for you and/or your company?
4. Focus & Clarity Rule – Multitasking is a myth.
“Good is the enemy of the best.” Activity does not equal productivity.
Are you carving out time – every day – to work on the “right things?”
5. Accept failure as a part of success.
See adversity as a challenge. Take calculated risks.
What’s the one risk you should be taking now?
6. Challenge yourself beyond your current capabilities. Strive for continuous
growth and learning.
Be greedy at getting better. Have a plan for personal and professional
development and WORK that plan.

50. Today’s PRIORITIES:
Date: ____________
MIA #1 ______________________________________________________________
Resources Needed: ________________________________________________
Challenges Expected: ______________________________________________
What finished will look like:
______________________________________________________________________________
______________________________________________________________________________
___________________________________________________________________________ ___
______________________________________________________
Completed: ___Yes ___ No
MIA #2 ______________________________________________________________
Resources Needed: ________________________________________________
Challenges Expected: ______________________________________________
What finished will look like:
______________________________________________________________________________
______________________________________________________________________________
___________________________ ___________________________________________________
______________________________________________________
Completed: ___Yes ___ No
MIA #3 ______________________________________________________________
Resources Needed: ____________________________ ____________________
Challenges Expected: ______________________________________________
What finished will look like:
______________________________________________________________________________
______________________________________________________________________________
______________________________________________________________________________
______________________________________________________
Completed: ___Yes ___ No

51. “If you can’t describe what you’re doing
as a process, you don’t know what you’re
doing.”
W. Edwards Deming

52. Think Strategically
Act Tactically
See
Clearly
Focus
Intently
Work
Wisely
What you want to accomplish
On what matters mostMIAs
80/20 = 90

53. MIAs
Goals
Initiatives
Vision

54. Exercise
S.M.A.R.T. Vision
Draft a sample Outperformers Action
Plan – for some aspect of your business

55. The Bullet Proof Vest