Freedom Isn't Free // Goals vs. Outcomes

In my work with Founders/CEOs and SDRs, a principle I teach is that "outcomes do not matter."

Considering that almost every Founder/CEO and SDR is only judged on their ability to produce numbers (outcomes), this opens their eyes like a can of Bang energy drink.

It would hit me that way too. In my life as a full-time employee, I was always in a sales position. I'd never heard of a "360 review" until I heard the term in an MBA class. All my non-sales friends were running around their company floors being judged on things like their "likability." Meanwhile, me and my front-line sales friends either made a quota (outcome) or didn't. The former let us keep our jobs and the latter got us fired.

So, why do I shock my new recruits with the message that "outcomes don't matter"?

Because I have a clear definition of how goals and outcomes differ:

• Goals - objectives that are 100% within your sphere of control.

• e.g. I will make 70 cold calls today.

• Outcomes - objectives that are not 100% within your sphere of control.

• e.g. I will schedule 10 sales meetings today.

Goals are practice.

You have to practice your profession each day to grow.

Practice is a choice.

If you focus on outcomes, you're allowing your freedom and happiness to be controlled by others.

The rub is that freedom of choice isn't free. It requires work.

Work requires commitment.

Commitment requires responsibility.

That responsibility sh*t is scary.

Focus each day on practicing your goals and that sh*t will seemingly transform itself into beautiful outcomes for you.