Vision Forecasting
It's a scenario many of us have experienced at one time or another. Someone doesn't do what you expected them to do, and their reply is, "Well, I didn't know you wanted me to do that. You never told me."
It's true of relationships in and outside of the workplace. We don't involve the people who can truly help us. We don't share our desired results for action or relationships and end up frustrated when we don't get what we wanted.
Guilty as charged.
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I often work with companies on their strategic plans, including establishing the vision for the organization. I have been coaching a sales team for a custom manufacturing company for a few months and have been working with them to sell with a vision. And I encourage them to sell with a vision that is personal to each customer and prospect.
Let me share a true story about a salesman named Harry, a seasoned salesperson with this particular company. He has enjoyed success but was frustrated with the progress of a customer that he wanted to do more business with. As he shared this frustration with me in one of our sessions, I asked him what he had done to change the outcome of his efforts to increase business with the account. He mentioned that he had called on them many times and, through those calls, was making some incremental strides, but not at the pace he desired and certainly not at the speed their business could provide.
During our conversation, I asked him what he thought would happen if he shared his desires with the account in detail. Harry, a bit stunned, stopped for a moment and said he couldn't answer that question with clarity. After some thought he admitted that he was afraid he would be seen as cocky and pushy if he told his customer that he wanted to be their main vendor for the services Harry and his company offered.
We uncovered and addressed this fear in detail and ultimately laid out an itemized plan on how he would state his desired vision and the benefits of seeing it come to fruition to the company. This story has a happy ending: Harry's approach was well-received, and today he is handling more business than ever before with this customer.
Stephen Covey, in is land mark book, The Seven Habits of Highly Effective People, teaches us to start with the end in mind. Harry knew what end he desired but had not shared that with the people that were able to help him obtain his goal.
I actually took my own advice on this subject (imagine that), and had a personal conversation with my son about my own vision for our relationship. As a father whose baby boy is about to leave the house, I shared with him what type of relationship I want us to have. I can see us playing golf, camping, and fishing together for many years to come, and I told him that I always want to be his best friend. As with most 18-year olds, he probably thought his dear old dad has lost his marbles. But I really think he took it all in. Only time will tell.
Whatever result you desire, picture it and then share it with those that are included. If it is your employees, your friends, family and even customers, clue them in. If they share the same desired result, they will then be able to take an active role in making your vision come true.
Your motives must be pure and not be only about you and your needs. People are more apt to help you reach your vision if they stand to gain as well.
Sharing Your Vision:
• Dream big; do not let your current situation stifle your dreams
• Make sure your vision is in line with God's Will
• Ask God for wisdom on helping you arrive at the destination
• Write your vision out as a goal
• State your vision out loud to yourself every morning and evening
• Share your vision with those involved. Remind them of the mutually beneficial rewards.
• Tell them why you desire these results and how everyone can benefit. Paint a mental picture of what it will be like for everyone when this happens.
• And finally go to work to make it happen.
Sharing vision works, and I know it will work for you. Our Father is always placing people in our lives for a reason. Start sharing your vision and connect on a deeper level to achieve your desired results. Watch your business and personal relationships blossom just by communicating from the heart.
