Process over Outcome reminder
"the universe rewards intensity of process but deeply punishes identification with outcome" - signüll 15 Aug 2026
So says a presently influential 'personal ai agent' developer.
Which I deem worthy of re-posting because it is right.
There's a couple important guidelines this also brings up.
The first is that many a sales operation claims to follow a systems > goals format.
Yet for me, that's very much open to debate.
This is because to start with their 'system' is actually someone else's system. A generalised view of how selling ought be pursued.
There's not often much wrong with the megabucks guru, training pysche outfit or software/app they follow in isolation. Many a decent steer. Yet the mechanics are indeed all wrong.
Sales process for me has always had a core that provides for sustainable, repeatable, refinable success. That pattern of events that when in train practically guarantee we uniquely prevail.
What works long-term is not their process, it is yours.
Not long after cubrep graduation, I talked with someone mandated by their corporate central towers to use a certain new reporting vendor. Initial excitement soon faded. Bemoaning that they merely 'poured concrete over where we were headed that was working'. Their numbers fell to pieces.
It's the constant iteration of what we do that so enlivens us, keeps us on track, and ensures new clients happily flock our way.
Comments spaces being what they are, a fair few jumped in to philosophise.
It being about 'the journey, not destination' type-thing. Suggesting, "it is like identifying with the outcome forces an ironic reversal".
With added dose of "how intrinsic motivation (intensity of process) is far superior to extrinsic motivation (identification with outcome)".
To the pithy, "just say 'hard work' and 'arrogance', it’s cleaner".
Asking a salesteam, 'what's your process?' can be fraught.
They may trot out a long-established acronym, cite a trademarked framework or run through 'opportunity management' procedure.
Despite value contained therein, none of these are what truly underpins why they succeed or fail.
I've blogged so much on this down the years, I shall never tire of it. Start by asking yourself;
"When we win, what keeps happening...?"