A very successful business man told me “Never confuse effort with results,” just after he hired me to be a sales manager for one of his many businesses. In other words, do not think that you will be rewarded for trying but failing – the only acceptable result is the result he expected – which was always clearly defined and achievable.
As the sales manager, and then general manager, I never failed to meet or exceed his sales and profit expectations. Our business unit was number one (out of over 300 franchises worldwide) every year for five continuous years in sales, growth, profit, and every performance measurement.
I was lucky to have the opportunity to observe how a serious investor-level business person thinks. One clear directive gave me a way to identify the right choice among many wrong choices. Knowing in advance what the outcome must be – what the result must be – I learned to focus on the only goal that matters – the result.
If the leader of a business allows a culture to develop that values effort over results, the staff will give the leader what he wants – effort. In team sports for children, maybe personal effort is the most important thing – but in business results matter most.
Awards (trophies) are given for effort; rewards (money) are given for results.
Make results your primary point of reference in all decision-making and you will not get confused. When people fail, start your corrective analysis with the results. When people succeed, start your knowledge analysis with the results. Study results first and learn cause and effect. Learn cause and effect relationships and your business decisions will be sound.
