"10x" Must Start From Within

In a conversation with the 4 VPs from each part of the world with a global client this morning, they shared their wish to "10x" their business within 2 years. They have a strong portfolio of new products and services, a big potential for their existing services to be loved by new customers, and wanted to talk about what I saw in their training and development plan for their people to help deliver the results they want. It was sound, well thought through plan, and would be great at a behavioural level for their people.

Yet, it was superficial, and I knew it wouldn’t work.

When I asked them what makes people change their behaviour, they were stuck for an answer, other than 'motivation' and 'skills training'. We all then had a very rich conversation about what makes a step-change in anyone's behaviour and saw that 'insight' (a fresh, new and profound thought) beats ‘information’ and the temporary feeling of motivation every time. And while skills training can be extremely powerful, it's only powerful when the people trained actually adopt the new skills.

Another way of saying it would be that a radical change in people’s behaviours, habits and workplace performance starts from within their hearts and minds.

A “10x” result doesn’t come without a “10x” change within the minds of people. It can not be installed from the outside, only from within. Multiple inner “A-ha!” moments and multiple unseen false premises, beliefs, and assumptions will need to be dissolved. Thankfully, we are all designed for fresh thought, designed for insight to change our way of seeing and doing things forever.

Building skills from a new level of understanding is 10 x more effective than trying to install skills only for the sake of the company and the company’s purpose/mission.

What’s next? We will speak with a selection of their people in each key market to understand how they currently see their work, themselves, their business, their customers, and their company’s opportunities.

From there we’ll design a way to reach each person’s hearts and minds. Then help them see via their own insight and understanding what’s possible for them, their role and their company.

In 21 years of developing people in organisations to step-change results, I’ve seen the power of this approach. It’s helped me massively in my own business and in everyone who has taken the same approach.

I’m excited to be working with this company, their 4 VPs and what’s possible for them moving forward.