I still see this mistake in firms that struggle with sales.

I still see this mistake in firms that struggle with sales.

They set goals based on what’s predictable, not what's possible.

It's a problem ... because … real growth doesn’t come from predictable. It comes from what feels out of reach. And for reasons of internal politics and their egos these consultants avoid
.

How did I learn this?

Early in my facilitation career I found myself working rooms full of smart people. They all talked proudly about growth ambitions.

But as I listened their ideas were linear, logical and lacking. What I saw were ambition levels that had no spark, no stretch, no sublimation. So I made up my mind to help these clients to switch into a different way of thinking.

That started with this simple exercise:

“Show me what’s predictable for you.”

They found that easy:

- Just extrapolate from last year.
- Tighten up the sales script.
- Add 10 - 20%.

Then I'd help them change state. We'd switching to the different way of thinking and talking. That is when it gets interesting.

“Show me what you want to create, that feels impossible for you.”

- What does exponential look like?
- Not just better. Unrecognisable.
- Not just bigger. Bolder. Disruptive.

And their ideas for massive achievements emerged. They started to buzz.

I’ve seen those who embrace this kind of radical thinking:

- Rapidly grow 3x in a year.
- Build to 10x achievements.
- Grow as individuals and a team.

These consulting teams created massive energy shifts that propelled them forward. They achieved things they'd previously considered impossible.

And it’s amazing to see the change in spirit ... when people stop playing for survival.

They're no longer hiding behind lame KPIs. They're confident and take action. They create, build and own desired future.

My conclusion … radical possibility thinking is the ultimate growth multiplier.

Do you agree?

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