Knowing vs. Doing

By Mike Philie
In July 31, 2009

There doesn't seem to be much new thinking these days, or so it seems. As we read about ways to survive the economic downturn or how to reach a higher level decision maker a little voice inside of us says, "I already know that." As you hear speakers discuss the things that we should be doing to increase the business our reply is often, "sure, that's obvious."

When I ran a business I worked with a guy that would walk through the plant and rattle off the various things that should be done. In my head I'd be saying, "yep, I know that." I can tell you though that if I had actually done it, then he wouldn't have been mentioning it. It goes back to that classic saying that to know and not to do is worse than not knowing. What holds us back? Is it the fear of entering uncharted waters or just not wanting to change our habits? The real reason is well above my pay grade but through my observations I see many are just afraid of making the wrong decision so they don't make any decision at all.

Many business leaders and sales reps alike do have some good ideas that they just need to put into action. Some companies that I've worked with just need to hear that it's OK to try. They seek validation that their thinking is on the right track and makes sense. I encourage you to get your team together (both internal and any outside advisors), review the ideas that are bouncing around, sort out the ones that make sense and should be implemented and make that transition from knowing to doing. If in fact you are stuck in the "I know what I want to do but don't know how to get it done" mode, get the help you need to move forward with your thoughts and ideas. Doing nothing is not an option today. One more thing…start this process today!
Mike Philie

Mike works with printing companies that are not satisfied with their sales and business development performance, and are looking to get objective advice and strategic direction on how to improve the results of their business. His engagements can range from providing input on the overall sales strategy to building business development pipelines while training the processes of “selling” in today’s marketplace. Mike quickly establishes himself as a trusted resource and advisor to the owners and senior staff of his client companies through his personal involvement, and very quietly and effectively becomes an extension of their staff.

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