If you do something often enough, you’ll get a ratio of results. Once you understand that, the world is yours.
Let’s say you’re just getting started in sales and you talk to 10 people, and you get one. We now have what we call the beginning of a ratio. Talk to 10, nine say no, and one says, “Yes, I’ll buy your product. I’ll take your service.” Somebody says, “Well, one out of 10 isn’t that good.” Well, you’re just getting started. Here’s what happens with the law of averages: Once it starts, it tends to continue. If you talk to 10 and get one, chances are excellent that if you talk to 10 more, you’ll get another one. You don’t have to be perfect here. All you have to do is understand the law of averages.
Norwegian management Professor, Morten Hansen cleverly challenges the belief and the default behaviour we all find ourselves in that one needs to work harder, longer and make big sacrifices to have a somewhat successful career.
Through Hansen's study of over 5,000 people from a multitude of industries, jobs both senior and junior, Hansen concludes that we can all become great at work and in life by being smarter in what we do not just spending more hours doing what we do.
Hansen summarises his smarter approach into 7 core principles-
1. Do Less, then Obsess
2. Re-design your work
3. Don't just learn - loop
4. P squared (Passion & Perseverance)
5. Forceful champions (evoke emotion and be gritty to resistance)
6. Fight & Unite (encourage debate then unite behind a decision)
7. Beware of the sins of collaboration ie collaboration in and of itself is an activity which needs to serve a result.