That Extra Mile – The Secret Behind Exceeding Targets
March 8, 2017
Often in our professional life, we refer to ‘going that extra mile’ to serve a customer, or seek a prospect or make a sale. In my professional life, I have believed going that extra mile is first and foremost for my own self.
In all these years, it hurts my own self-image if I have done any job without going that extra mile. It is a matter of forming it as a habit, part of my very being. At the end of the day, any day, I need to face myself and say, I did my best. Not all days give the desired result, but that is not in my control. What is in my control is my effort and performance.
During those early years, when I was leading a cold calling team of salespersons, my team made it a competitive game as to who could do that extra bit beyond a set target. I am proud to say, my team and I had been known and rewarded for breaking all set records of achievement.
Allow me to explain this. If as a cold calling salesperson the company targets were to speak and present to 20 qualified business owners each day, we would divide the day into 3 parts. Before lunch, after lunch, and after the coffee break was the breakup. Most of the workers would make the divide into 8:8:4 and call it a day.
I simply asked my team to focus on 8:8:8 and see if we get extra results. By the time the week would end, my team was already ahead of others in sales figures. Once the regular business hours were over, my team found many business owners still available in their offices working in their extra time, or let’s call it ‘undisturbed time’. We found people eager to listen to our story. We hit higher targets.
Reach your goal. Exceed it.
Similarly, when I was into leading the customer services department, we would seek the opportunity to do that extra little more for the customer. What changed was that repeat business and clientele increased substantially. More so, the smile on the face of the client was our biggest reward. Also, the self-audit of our performance gave us full marks. A really good territory to be in.
No matter what business one is in, which department one works for, there is always room for that extra mile. In fact, that space gets created in one’s head and once it firmly establishes itself there, it then becomes second nature, part and parcel of one are very being. The best way is to practice it without expecting any return. If something comes along treat it as a bonus. Ultimately, one is answerable to one’s own self, own consciousness. A pleased professional performs better. It goes on round and round. It is a little paradigm shift in attitude, that is all.
Give it a shot, try it. Gradually maybe, but do try it. It will mean a change and a beautiful satisfying change.
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About the Author: Peeyush Sharma is VP, Business Development & International Marketing, North America at Wisitech InfoSolutions Pvt Ltd. He spearheads new business development in the area of eCommerce, web solutions, and apps. He is also an established corporate speaker and marketing content specialist.