One of the Secrets behind Coca-Cola's Success
To make understanding this formula simple, let's say you want to be a bit fitter. Perhaps lose a few kilos.
After all, summer is just around the corner and a winning personality isn’t the currency of the beach.
You clap your hands and say words to the effect “Okay, I’m going to exercise every day this week.”
You smile and feel better already, your mind’s eye already replacing the lumpy belly with something flat and taut.
But why is this “exercise every day this week” a badly formatted commitment?
A quote (wrongly attributed to Winston Churchill, admittedly not the fittest man in the room in his day) provides the answer.
‘However beautiful the strategy, you should occasionally measure the results,’ Churchill never said.
In other words, you need to go numerical.
Stick with us for a sec…..
“I will weight train for 30 minutes and walk for 30 minutes daily” is an example of a well formatted commitment. And, it’s a nice example of one discipline from The 4 Disciplines of Execution (4DX) – Achieving Your Wildly Important Goals written by Chris McChesney.
McChesney, author of 4DX and Global Practice Leader of Execution for FranklinCovey, explains in his book and workshops that a (30 + 30) x 7 goal passes the test because it is:
Specific (what, when, how)
Has an ability to influence the scoreboard (your goal)
Is timely (the impact of the activity can be seen in the near future)
But influence a scoreboard? Who’s keeping score here?
Er, I thought you were?
McChesney says to achieve results, you require a scoreboard. People tend to play differently when they are keeping score. Think of two teams kicking a ball around in the park. The moment you mark out goals and announce that you’ll keep score, the individual’s and the team’s motivation soars!
Designed not just for business management strategy, but to help managers create actual work plans, the 4DX model has been implemented by some of the most successful companies in the world, including Marriott International, Shaw Industries (a carpet-making subsidiary of Warren Buffet’s Berkshire Hathaway, Inc.), Ritz Carlton, Kroger (the third largest private employer in the United States), Coca-Cola, Lockheed Martin and Gaylord Entertainment.
If it’s good enough for Buffett’s group…..go on…
Okay, so in a nutshell, the 4 Disciplines are:
- Focus on the Wildly Important.
- Act on the Lead Measures (the actions - not the result).
- Keep a Compelling Scoreboard.
- Create a Cadence of Accountability.
The specified actions you take (30 minutes weight training and 30 minutes walking every day) are Lead Measures – actions that have an impact on your Wildly Important Goal (WIG).
Counting the number of speed bumps in your six pack is called a Lag Measure. The Lag Measure here might also be your weight, your waist circumference or your clothing size.
In other words, you could measure your weight every day but that in itself won’t change your weight (A Lag Measure is the result of your actions or Lead Measures).
Acting on the Lead Measures, however, will certainly start to make a difference.
Now, go back over this article and swap out weight training and walking with the words “calling prospects” and “sending samples”, “emailing past clients” and “submitting tenders”, or “responding to social media” and “filming content.”
I’ll wait for you…..
See what you’re doing? You’re defining actions that will move that scoreboard. Instead of "making calls", you’re committing to making “30 minutes of calling prospects every day” or similar. Keep a scoreboard close and visible.
Acting on your Lead Measures is one of the 4DX keys to success for some of the world’s most robust and profitable companies, and you can implement it in your business.
Because one of the most sought after speakers in the world on this topic in coming to Australia. Chris McChesney is sharing his 4DX expertise at one-day workshops in Melbourne on September 12 and Sydney on September 14. It's an opportunity not to be missed in these uncertain times - Book here.
Chris McChesney will also guide a one-day workshop in Auckland on September 10.