- Instead of working, taking an hour off. That one hour may seem counter to the need for greater productivity. However, context of that hour may reveal an hour of exercise which has shown time and time again massive benefits mentally, emotionally, physically, etc.
- Regular coaching of employees. Everyone’s working hard, right? There’s a lot to do and things seem to be working fine. Why coach or have periodic touch-points? Because there’s context happening that aren’t visible on the surface. Because being a B-player works, but being an A-player works better.
- Slowing down a sale to learn more about the challenges a prospect faces. The more we close, the more money we make, right? Glengarry tells us to Always Be Closing. However, always aiming for the close can scare off prospects without understanding and value creation. It’s not just the one-time sale. It’s the consistent selling of a vendor-customer relationship. (Well, for complex sales anyways.)
It turns out we’re pretty smart, but we are also quick to jump to conclusions. What seems counter to a goal or objective can actually be a catalyst. All it takes is context for understanding.