The story is told of Albert Einstein who was once traveling from Princeton on a train when the conductor came down the aisle, punching the tickets of every passenger. When he came to Einstein, Einstein reached in his vest pocket. He couldn’t find his ticket, so he reached in his trouser pockets.

“It wasn’t there. He looked in his briefcase but couldn’t find it. Then he looked in the seat beside him. He still couldn’t find it.

“The conductor said, ‘Dr. Einstein, I know who you are. We all know who you are. I’m sure you bought a ticket. Don’t worry about it.’

“Einstein nodded appreciatively. The conductor continued down the aisle punching tickets. As he was ready to move to the next car, he turned around and saw the great physicist down on his hands and knees looking under his seat for his ticket.

“The conductor rushed back and said, ‘Dr. Einstein, Dr. Einstein, don’t worry, I know who you are; no problem. You don’t need a ticket. I’m sure you bought one.’ Einstein looked at him and said, ‘Young man, I too, know who I am. What I don’t know is where I’m going.”

Having no goals in life or in business can create a similar dilemma for us. We may know who we are, but we may not know where we’re going. Goals help us to set a direction. They help us to develop a road map in order to successfully arrive at our desired destination.

Know Where You Are

Setting out on a road trip to an unknown destination can be an exciting adventure. The possibilities are endless when considering the options to discover new places and new people, even if that destination is across town, across the country or across the globe. When charting the course to a new destination, one has to first know where the trip will originate. What’s the starting point? From where do you begin? Your navigation device not only asks for the address of where you’re going, but also the address of where you’re starting from.

When charting a course for success in life or in business, the same principle applies. When determining where you want to be next year, in 3 years or 5 years, you must first determine where you are right now.

Know Where You Are Going

Setting goals is important to achieving success. Goals help you to focus, provide direction, assist in decision making, give motivation and a sense of purpose.

What is it you want to achieve? Is it writing a book, learning to play a musical instrument, losing weight, running a marathon, becoming the top sales executive, a promotion, starting your own business? Without defining what you are looking to achieve or where you want to be, it’s difficult to set a set a road map that will help you get to that destination.

Yogi Berra, former player and coach of the New York Yankees, humorously said, “If you don’t know where you’re going, you may end up somewhere else.”

Know How to Get There

If you’re not a runner and your desire is to run a marathon, you may want to understand the effects of running such a distance, consulting your doctor, adjusting your diet, begin walking several miles per day and working up to running longer distances. If it’s becoming the top sales executive, you may need additional product training, sales training, improving cold-calling techniques and developing better leads.

When developing goals, it’s good to follow the 5-point, SMART approach. Goals should be Specific, Measurable, Attainable, Relevant, and Time-based.

Set your goals and develop a plan to get you where you want to be, otherwise, you may find yourself aimlessly wondering through life and your career.

Photo credit: Library and Archives Canada

Photo Credit: David Prater / Getty Images

Bette Nesmith had a good secretarial job in a Dallas bank when she ran across a problem that interested her. Her thought was, there must be a better way to correct typewriter errors. Having had some art experience, she knew that artists who worked in oils just painted over their errors. So she began to think that maybe that would work for her too. So she concocted a fluid to paint over her typing errors.

Before long, all the secretaries in her building were using what she then called “MistakeOut.” She attempted to sell the product idea to marketing agencies and various companies (including IBM), but they all turned her down.

However, secretaries continued to like her product, so Bette Nesmith’s kitchen became her first manufacturing facility and she started selling it on her own.

When she eventually sold the enterprise, the tiny white bottles were earning $3.5 million annually on sales of $38 million. The buyer was the Gillette Company and the sale price was $47.5 million.

Bette’s story helps us to remember some valuable life lessons in the pursuit of our personal and professional goals.

Keep Working at It

Part of achieving success is dealing with the delays and disappointments along the way. The best thing to do is keep working at it. Success comes not from giving up but from pushing through. It would have been easy for Bette Nesmith to give up after being turned down by so many companies, however, she knew she had a winning idea and product. For Bette, this meant working a little harder, putting in a few extra hours, and pursuing her goal in unconventional ways.

Thomas Edison, who suffered his fair share of set-backs in his efforts said, “Many of life’s failures are people who did not realize how close they were to success when they gave up.”

Overcome Discouragement

When progress isn’t happening as quickly as one might like, it can be discouraging. When others around you are critical of what you’re doing, discouragement can set in. Overcoming the discouragement of a failed attempt, delayed efforts, critical voices, or someone simply saying no to your idea can help you get to where you want to be. Developing an attitude of, “sticking to it,” helped Thomas Edison overcome discouragement on his way to discovering the electric light. Not many people could have endured over 1,000 failed attempts, but Edison saw his failed attempts as steps toward success.

Scott Fitzgerald said, “Never confuse a single defeat with a final defeat.”

Sometimes Mistakes Can Open Doors of Opportunity 

At age 33, Charles Goodyear decided to become an inventor. His effort, or mistake as many would claim, helped make rubber a commodity. Prior to Goodyear, Thomas Hancock and Charles Macintosh used different solvents to shape and mold rubber. The problem was, in cold environments it became rigid and in hot environments it would melt. When Charles Goodyear accidentaly dropped some India rubber mixed with sulfur on a hot stove, he discovered the process of vulcanization, which is the chemical process by which the physical properties of natural or synthetic rubber are improved.

While many have been attributed to having said it, there is a quote, in various forms, which says, “I’m a great believer in luck. The harder I work, the luckier I get.” Keep working toward success. Mistakes and setbacks may occur, but in the end, dedication, commitment, hard work and a little luck will win the day.

Story of Bette Nesmith, Crossroads Issue, No. 7 pp. 3-4

At the 1992 Olympic Games in Barcelona, Spain, the stage was set for Derek Redmond as he was favored to win the gold in the 400 meter race. Four years earlier in the Seoul Olympic competition, Redmond was forced to pull out of the opening round of the 400 meters due to an injury to his Achilles tendon. In the 1991 World Championships, Redmond was a member of the British team that that won the gold medal beating the American team and registering what was then, the second-fastest race time in 4×400 history. Although Redmond had undergone a number of operations due to injuries prior to the 1992 Olympics, he was recovering well, growing stronger and more confident. In the first round of the “92 Olympics, Redmond posted the fastest time and later won the quarter final. Finishing well in the semi-final round would put Redmond in position to compete for the gold.

At the sound of the gun, the racers sprinted out of the starting blocks and Derek Redmond was off to a good start. With his sights set on finishing strong and approximately 250 meters from the finish line, Redmond’s hamstring in his right leg suddenly tore sending him into excruciating pain and ending his dream of an Olympic gold medal in track and field. As he watched the other sprinters cross the finish line and medical personnel coming to his side, Redmond stood up and began hobbling toward the finish line himself. Struggling to make it, clearly disappointed and in agonizing pain, Redmond continued his journey toward his goal. Suddenly, out of the stands, a man began pushing his way through security onto the track and beside the hobbling sprinter. That man was Derek’s father, Jim Redmond who said to Derek, “You don’t have to do this,” to which Derek replied, “Yes, I do.” The elder Redmond said to his son, “Then we’ll finish this together.” Before a crowd of 65,000 spectators who were now on their feet, Derek Redmond finished the race with the man who had been by his side all of his life.

Disappointments Happen

How many times growing up and bemoaning an unfair situation did we hear a parent say, “Life’s not fair, get used to it.” Disappointments are going to happen. You may lose a long-time key account, miss out on closing a big deal, lose an exemplary employee to a better opportunity, or miss out on a promotion you hoped for. During a time of disappointment, it’s important to keep from allowing anger, bitterness and resentment to set in. Martin Luther King, Jr. said, “We must accept finite disappointment, but never lose infinite hope.”

It’s kind of like the story of the successful businessman who was in his office one day when a friend stopped by and began lamenting about all the problems and challenges he was facing. The businessman drove his friend out to the local cemetery and as they surveyed all the headstones, the businessman said to his friend who was down and out, “These are the only people in this town that don’t have any problems… or opportunities.”

Delays are not Denials

In his pursuit of a gold medal, Derek Redmond not only experienced the thrill of victory and the agony of defeat, but he also experienced the frustration of delay. Injuries, surgeries, and healing time all caused there to be a postponement in his timeline. Most of what Derek had to deal with was out of his control. In business, and in life, delays can happen that are out of our control, but occasionally, delays happen as a direct result of our actions. Indecision, fear of failure and/or lack of preparation can cause delays in the results we hope to see. We must continue to move forward, work toward our goals and sometimes, we simply need to be patient. There is a reward for those who patiently endure. Aristotle is even quoted to have said, “Patience is bitter, but its fruit is sweet.”

Demonstrate Courage and If Need Be, Lean on Others

Whether personally or professionally, life can sometimes deliver a staggering blow causing disappointment, delay, distress, discouragement, and defeat. While it can be difficult in that moment, we have to remain committed to achieving our goals and find the courage to continually work to cross the finish line. As Theodore Roosevelt said, “It’s hard to fail, but it’s worse to have never tried to succeed.” Redmond’s struggle in the 1992 semi-final later became the subject of one of the International Olympic Committee’s ‘Celebrate Humanity’ videos, which proclaimed “Force is measured in kilograms. Speed is measured in seconds. Courage? You can’t measure courage.”

When watching the video of this situation play out, you can’t help but to notice Derek’s initial reaction to his father’s attempt to help him. Derek can be seen pulling away until he recognized it was his father who was coming along side to help. Upon recognizing his father and his own need for assistance, Derek was willing to receive the support offered by his dad.

At times we all need a little help. Be willing to allow others to come along side and assist, encourage and challenge you to achieve your best.

Photo credit: The Guardian

The Choluteca Bridge, located in Honduras, is also known as the Bridge of Rising Sun. The bridge was built by Hazama Ando Corporation between 1996 and 1998 and became the largest bridge constructed by a Japanese company in Latin America.

In the same year the bridge was commissioned for use, Honduras was hit by Hurricane Mitch, which caused considerable damage to the nation and its infrastructure. Many bridges were damaged while some were destroyed, but the Choluteca Bridge survived with minor damage. While the bridge itself was in near perfect condition, the roads on either end of the bridge had completely vanished, leaving no visible trace of their prior existence. More impressively, the Choluteca River (which is several hundred feet wide) had carved itself a new channel during the massive flooding caused by the hurricane. It no longer flowed beneath the bridge, which now spanned dry ground. The bridge quickly became known as, “The Bridge to No Where.” In 2003, the bridge was reconnected to the highway.

The Choluteca Bridge was strong, firmly anchored and immovable. While these are the qualities one hopes for when driving over a bridge, are these the qualities one looks for in today’s leaders?Le

Leaders Know, In an Ever Changing World, Change is Bound to Happen

Much like what occurs in nature, due to nature, things have a tendency to change, even when you think it won’t. Change can be difficult to adapt to, however, change is going to happen. Baby Boomers can remember the days of rotary phones attached to a wall. Back then, a mobile phone was when you had a long cord attached to the receiver which enabled you to take the phone into another room for what you thought was privacy. Today, technology and the way of doing business change much more rapidly. Like a river that can carve itself a new channel, life, projects and leadership are fluid and can change directions in the blink of an eye. Be ready and willing to accept and work with inevitable change. When necessary, be the change agent.

Leaders Are Firm but Flexible 

The dichotomy of the Choluteca Bridge and Choluteca River is one worth comparing. While the bridge itself remained firmly anchored, which is what one hopes for when commuting over such a structure, the river, by way of a storm, found a different route to continue its forward progress. Sometimes the storms of life can cause us to re-think our goals and how we attain them. After Hurricane Mitch moved through the area, the bridge had become obsolete while the river found a new path. Leaders need to be flexible enough to know when and how to administer change, otherwise they will become obsolete.

Leaders Are Anchored in Core Values

In an ever changing world, core values are a constant. Core values define what we stand for. The values we live by are not simply a mission statement or a job description but the essence of who we are. While difficulties and challenges may cause us to re-think certain goals and objectives, the storms of life don’t cause us to abandon our core values.

In Valladolid, Spain, where Christopher Columbus died in 1506, stands a monument commemorating the great discoverer. Perhaps the most interesting feature of the memorial is a statue of a lion at the base of it where the Spanish National Motto is engraved. The lion is reaching out with its paw and is destroying one of the Latin words that had been part of the Spain’s motto for centuries. Before Columbus made his voyages, the Spaniards thought they had reached the outer limits of earth. Thus, their motto was, “No More Beyond.” The word being torn away by the lion is, “No,” making it read, “More Beyond.” Columbus had proven that there was indeed “more beyond.”

While many in that day thought they had reached their fullest potential and had gone as far as they could go, Christopher Columbus came along and pushed the limits even further. His willingness to step outside the comfort zone and take risks encourages us to apply 3 leadership principles to our lives, teams and organizations.

There’s More to Achieve if You Dare to Dream

Ralph Waldo Emerson said, “Do not follow where the path may lead. Go instead where there is no path and leave a trail.”

Set goals and consistently work toward achieving them. Let what’s happened in the past help to motivate you toward achieving success and not become an excuse as to why you can never make it happen. Dream it and pursue it. You’ll be amazed at what can be done and what can be achieved.

Accepting, “No,” as the Final Word Limits Success

Anyone who has done a tour in professional sales knows it takes overcoming 6-7 “no” responses from a potential customer in order to get the desired, “yes” answer. Many a salesperson has walked away after hearing “no” one time only to leave the sale to a more determined competitor.

Sadly, we often tell ourselves “no” before we get started in a new venture, writing a book, going for that big account, starting a business, expanding a product line, launching a non-profit organization or believing we’re deserving of success. Had Columbus subscribed to the Spanish National Motto and believed there was “No More Beyond,” he would have never been willing to take the risk necessary to achieve success. The word “no” leaves us with a choice, to accept it as the final word or an invitation to think differently.

Jose Ortega y Gasset said, “The stone and tiger have no choice of life: the stone must gravitate and the tiger must pounce. Only human beings are faced with the mind-blowing responsibility of having, at each and every moment of their lives, to choose what to do and what to be. It is both a necessity and an invitation.”

No Deposit, No Return – No Risk, No Reward

Back in the day, people used to pay a deposit on their beverage bottles because they were so expensive to produce. Bottlers used a deposit-refund system which motivated people to return the bottles after use, in return, the consumer received their deposit back. As time went on and bottles became less expensive to produce, the words, “No Deposit – No Return” began appearing on bottles. No extra effort was required on the part of the consumer to get some of their investment back.

The “No Deposit, No Return” principle can be applied to many different areas in life. No investment at the gym to lift weights or do cardio workouts, no personal health benefits; no investment in education, no advancement in one’s career; no time invested in others, no leadership development.

At times it’s necessary to take risks whether in one’s personal or professional life. Blind leaps of faith are not the only requirement to achieving reward and success. Most often times, “risk” decisions are made after thorough research and information gathering has occurred. Calculated risks can minimize negative outcomes but cannot always guarantee it. That’s what risk is about.

As William H. Shedd once said, “A ship is safe in the harbor, but that is not what a ship was built for.”

While no battle was fought at Valley Forge, it became the turning point of the Revolutionary War. It was at Valley Forge that the Continental Army was desperately against the ropes and ready to quit. Even General Washington conceded, “If the army does not get help soon, in all likelihood it will disband.”

This rag-tag group of rebels that made up Washington’s troops were beaten and battle-weary. Their lack of experience, supplies and equipment began to take its toll. With many of these individuals without shoes or boots, one can only imagine the trail of bloody footprints leading into Valley Forge. A long cold winter awaited these men who were driven by a vision of American independence.

Part of the six month Valley Forge experience brought hunger, disease, and discouragement. The bitter cold weather alone was almost more than anyone could ask the soldiers to endure.  The future did not appear to be bright.

For some, the extreme cold combined with the shortage of food, and uncertainty were more than they could take. As a result, dozens of men deserted the effort. Disease was rampant and death was an ever present reminder of their desperate condition.

Early spring began to see a slight improvement. In February the brutal cold weather began to ease.

General Nathanael Greene was appointed head of the Commissary Department in March. His oversight improved the flow of food and supplies to the soldiers. By April, Baron von Steuben, whose experience as a General Staff Member in the Prussian Army, began to train and educate the soldiers helping to transform these threadbare troops into a fighting force.

The same month Baron von Steuben began transforming the troops, the Conway Cabal, a plot to remove George Washington from power by others who were disappointed with the lack of success, was finally put down never to be discussed again. More good news flowed in as word of the French Alliance was confirmed. This alliance would bring much needed military and financial support from France.  Although the Revolutionary War would not end for another 5 years, the tide was beginning to turn for the Continental Army.

On June 19, 1778, exactly six months after the Americans arrived, a new army anxious to fight the British streamed out of Valley Forge toward New Jersey. They had been transformed from Rebel into a Mature Army.

Lessons Learned

This Valley Forge experience is a good reminder that at times individuals and organizations can experience a “season” of discouragement after suffering a loss. That loss could be in the form of a large contract failing to be signed, a key employee accepting a job with a competitor, a leader making the wrong decision, a large sale not coming to fruition or a relationship with a strategic vendor falling apart.

The Continental Army’s experience of limping into Valley Forge only to emerge as a fierce fighting force can help us to learn five principles for dealing with defeat, disappointment and discouragement in our own lives and the lives of our teams.

Regroup

After suffering a series of losses, organizations, sports teams and military planners will often regroup in order to determine where there may be a problem. Regrouping isn’t looking for and identifying a scapegoat, but an opportunity to study the game plan, shore up a weakness or make a necessary change.

Winston Churchill said, “To improve is to change; to perfect is to change often.”

Refocus

It’s easy to lose sight of the goal and the reasons for attempting to achieve it when everything around you seems to be falling apart. Failing to see an individual or team effort achieve success can be disheartening. The lack of victories, food, clothing, shelter and supplies created a distraction for many in the Continental Army which is why so many of them deserted. Teams can easily become distracted when they experience multiple defeats.

A football team that starts off the season with an 0-4 record can easily be so discouraged they cannot bounce back. In 1992 the San Diego Charges beat all the odds after a dismal start ending up 0-4 to begin with. After bi-week, they were able to refocus their efforts and won 9 of their next 10 games becoming the only team to qualify for the play-offs after an 0-4 start. Refocusing on the goal, mission or desired results can sometimes be necessary to bring things back into perspective.

It’s been said the successful person is the average person focused.

Refine

With the efforts of Baron von Steuben, the once individually minded members of the Continental Army became a refined fighting force who understood the significance of working as a team. No longer did troops do their own thing, they worked together, understood the objective and were all on the same page. When teams and organizations regroup and refocus, they sometimes learn part of the refining process is making necessary changes. Refusing to make adjustments can bring about disastrous results.

Through the pitch-black night, the captain sees a light dead ahead on a collision course with his ship. He sends a signal: “Change your course ten degrees east.” The light signals back: “Change yours, ten degrees west.” Angry, the captain sends: “I’m a Navy captain! Change your course, sir!” “I’m a seaman, second class,” comes the reply. “Change your course, sir.” Now the captain is furious. “I’m a battleship! I’m not changing course!” There’s one last reply. “I’m a lighthouse. Your call.”

Occasionally, a change of direction is required to bring about the desired results.

Re-energize

As the Continental Army marched out of Valley Forge that June morning in 1778, they were renewed and re-energized. What appeared to be their darkest hour exactly six months earlier became their brightest moment. The long winter, as difficult as it was, allowed time to be trained, drilled and educated in the ways of military operations. As a result, their confidence in themselves and each other grew immensely. They were transformed from bloody and beaten into a battle ready brigade of fighting men.

Re-engage

After making it through the long winter months, it would have been easy to call it a day and disband. Why go through another series of battles only to suffer loss and defeat? There’s no comparing what occurs in the board room to what occurs on the battle field. But much can be learned from military strategy and the men and women who carry it out.

Defeat, disappointment and discouragement are part of life, however, they don’t have to be the final statement of one’s life. Defeat, disappointment and discouragement should be the motivating factors that drive the desire for success.

After a failure, loss, or defeat, whether in one’s personal or professional life, it’s understandable and sometimes necessary to pull back. The final part of that equation is to come back.

It’s important to take time to regroup, refocus, refine, be re-energized and most importantly, re-engage in the process.

Photo credit: valleyforge.org

To go the extra mile is a phrase and encouragement we learn from Jesus of Nazareth. In the early days, Roman soldiers occupied the Holy Land in order to squelch any rebellious efforts by the local Jewish citizens. These Roman soldiers were afforded certain privileges. One such privilege was the right to stop an able-bodied, non-Roman male citizen and order this individual to carry the soldier’s heavy equipment for a maximum distance of 1,000 paces or “mille passus” which is the Latin phrase for where we get the word “mile.”

After traveling that mile with a Roman soldier, the man could set the equipment down as his obligation was fulfilled. From that point, the Roman soldier could carry the equipment himself or enlist the help of another non-Roman male citizen. Should a man refuse to carry the equipment when ordered, he could be arrested and sent to prison. Not surprisingly, people avoided the duty whenever they could.

Imagine the shock and surprise they felt when Jesus told his followers not to just go one mile as was the law, but go an extra mile just because. Jesus was introducing a major paradigm shift. Going beyond a simple obligation, responsibility or commitment is a form of exceptionalism not many are accustomed to. Leaders who do so will capture the attention and devotion of others.

Set the Pace

As author Robert Brault wrote, “If you feel you are down on your luck, check the level of your effort.” Getting out in front of the competition is the best way to capture committed customers and clients. Staying in front of the competition requires dedicated effort, a commitment to excellence, and the willingness to learn new things.

Set Yourself Apart

Hard work and dedication is what’s sets people apart from the competition. Reaching the highest pinnacle of success doesn’t come from the lowest amount of effort. Stephen C. Hogan may have said it best, “You can’t have a million-dollar dream with a minimum-wage work ethic.”

Go Beyond the Required Minimum Standards

There is a difference between a job done and a job well done. That difference is a commitment to excellence. While some customers may settle for receiving just enough, fiercely devoted customers become so due to the service provider’s overwhelming and ridiculous dedication to providing exceptional customer satisfaction.

“If a man is called a street sweeper, he should sweep streets even as Michelangelo painted, or Beethoven composed music, or Shakespeare wrote poetry. He should sweep streets so well that all the hosts of heaven and Earth will pause to say, ‘Here lived a great street sweeper who did his job well.” – Martin Luther King, Jr.

On April 5, 1988, an experienced skydiving videographer was filming an instructor and first-time student as they skydived from approximately 10,000 feet. The videographer had made two successful jumps earlier that day. With technology what it was back then, the recording equipment the videographer used was a heavy VHS deck stored in a backpack that he wore. The camera was unlike the smaller GoPro style cameras used today but was nonetheless mounted to his helmet in order to capture all the action.

The videographer was the first to jump from the plane followed by the instructor and student. All seemed to be in order. Shortly after filming the other skydivers for a brief period and hurtling toward the ground at 150 mph, the videographer attempted to deploy his parachute only to discover he wasn’t wearing one.

The videographer was a veteran skydiver who had made over 800 jumps in his career. Strapping on a parachute would only seem natural to the casual observer. By those who knew the videographer and those present that day, it is believed his preoccupation with the recording equipment, the weight of the equipment itself, and fatigue caused him to lose focus and fail to properly prepare. The videographer free fell nearly two miles and as a result of his improper preparation, he tragically lost his life.

While most leaders and business people don’t find themselves in this kind of life and death scenario, there are some important lessons that can be learned from this story.

Repetition Can Create a Lack of Focus

When doing the same thing over and over again it’s easy to lose focus on what’s important. A skydiver with 800 jumps could almost fold and pack a parachute blindfolded. Strapping on a parachute before entering the plane one is going to jump from is second nature to the veteran skydiver. Yet, from time to time, we learn of these unbelievable stories of someone failing to remember the most basic necessity of skydiving, the parachute. What is the repetitive action in your occupation or business that you run the risk of forgetting to do? Is it failing to simply “ask” for the sale assuming the potential buyer will surrender to you at some point? Is it failing to prepare for the presentation that you’ve done a hundred times before?

Preoccupation Can Ruin a Good Occupation

The National Science Foundation estimates the average person thinks thousands of thoughts per day. With that much inner traffic, it’s easy to become distracted. Business owners and operators have much to think about and prepare for. With so much on their minds it’s easy to become preoccupied with things that waste valuable time. It’s critical to prioritize tasks to ensure the most important items get done first. To avoid becoming preoccupied with less important and irrelevant tasks, it’s good to develop a daily plan of action. Whether one chooses to use an electronic planner, a written to-do list or a hybrid of both, developing a good system will ensure greater success.

Being Prepared is Not Just For Boy Scouts

Preparing for the task at hand is one of the most important aspects of successfully completing the task. Abraham Lincoln once said, “If I had 8 hours to chop down a tree, I’d spend six hours sharpening my ax.” It’s easy to take short cuts when it comes to doing things one has done over and over again. Winging it might work every now and then, but to expect great results, one must prepare for success. What’s the goal of the event? What’s the desired outcome for the meeting? What does a winning sales call entail? Proper vision, planning, and preparation will create higher rates of success.