By Randy Sabourin
A simple and obvious statement: successful people get things done. However, there are millions of great intentions that never turn into action – think back to your New Year’s resolutions or the last time you committed to getting your work/life balance back to a state of equilibrium. In the business environment, especially in sales, intentions without execution can be a problem. Missed revenue opportunities are the bane of every sales professional and manager. Keeping track of appointments, tasks from meetings, following up on future calls, and recording data for team selling are a few of the important tasks that can suffer when intentions are not put into action. Corporations are intention-generating machines and the challenge faced from CEO to salesperson is the same: to track, prioritize and execute intentions.
There are three primary stages to the process of converting intention to action: creation, storage and execution. When first the thought or idea germinates, it is an intention stored in short term memory. Next we transfer and store the intention either in long memory or an external system. Finally we retrieve the intention and execute. Some intentions are instantly converted to action while others are stored for later recall. Continue reading