What Does Closing have to Do with Finishing?
Michelle looked at me with hostility. I was training and managing the sales team for her organisation and her boss had asked me to have a talk with her. Based on her history, personality, and skill profile, she should have been a top sales performer, but her results were extremely average.
In response to my questions, she had just presented me with a litany of excuses for her uninspiring results that ranged from lousy leads to the economy to her marital problems. Then I had asked her a seeming irrelevant question “How many unfinished projects do you have in your life?”
That provoked another angry outburst culminating in her furious response: “What does closing have to do with finishing anyway?”
She didn’t quite add, “and how is that any business of yours?” But the unspoken words hovered in the air.
I wasn’t willing to back down, though. Her boss, Justin, had asked me to resolve the problem or let Michelle know that the company would be asking her to leave due to her poor performance. I didn’t think Michelle wanted that to happen, so I answered quietly… “The habit of finishing things and the practice of closing a sale are both tied to your overall wellbeing.
Research is exposing more and more the inter-relationship between unfinished tasks and projects in every area of life and people’s mental health and overall performance. It’s behind best practices in goal setting, project management, and task management and it’s part of the reason that many high performers practice daily meditation (the art of letting things go) and micro-meditation (the art of resetting as you move from one task to the next).
Michelle’s sales performance had been stellar. I was trying to discover what had changed – and this was indeed the key.