Our capacity to believe in ourselves, or as a manager to believe in the potential of our colleagues has the power to shape our future in terms of success, fulfilment and ultimate happiness. Many businesses are hindered by a lack of belief, which is one of the greatest barriers of both the business and each individual achieving their full potential.

The fear factor

Evidence of the power of fear was witnessed first hand in the recent UK General Election. Campaigns, PR and media raised the question of fear linked to certain political parties and their influence on a potential coalition Government. Perhaps this fear was the restraining factor in ending up with the ‘devil we know’ rather than the one we don’t.

From the earliest childhood years and in education we are taught the importance of performance. The fear of not being good enough to get a job is extended to the business world to the fear of losing out to the competition. With markets and competitors and online supply on a global scale as never before these fears have been fuelled to ever increasing levels. When I decided to step out of the apparent comfort of the walls of corporate business and establish my own consultancy reach-mc, to offer business support and marketing expertise, I remember all too well the cries and well-meant comments of those who warned me, “that’s a very risky decision.”

In my role as an executive/leadership coach I often encounter this fear factor when senior managers wrestle with the choice of doing things the way they have always done them or deciding for change and new direction. Working with a dedicated coach can unlock the potential of people and as a result will improve performance of both the individual and the organisation.

In sales the concept of fear, uncertainty and doubt (FUD) comes into play. Particularly in these challenging economic times this has become an increasing factor, with decisions taking longer and in some cases being put on endless hold. Sales managers must understand this process for each prospect, to diffuse the sources of FUD and help the customer to make the right decision. Read our blog on Improving sales – how customers decide.

The difference between winning and succeeding

Today whether as individuals or businesses we are often driven by the goal of success. John Wooden offers an excellent definition of success in his Ted talk “the difference between winning and succeeding”. Wooden was head basketball coach of UCLA and won 10 NCAA national championships in a 12-year period (including 7 in a row).

Wooden quotes Cervantes “the journey is better than the end.” In our striving to reach the goal whether in business or personal life we become consumed with the desire to reach the destination, sometimes at all costs.

In his definition of success John Wooden relates 3 principles of sound advice from his father, which we would do well to apply in our own personal journey of success:

Never try to be better than someone else

Always learn from others

Never cease trying to be the best you can be

What next?

If you would like arrange an initial meeting or wish to discuss your coaching needs please contact us or call +44 (0)161 969 4515.