Authors and Consultants | GP Strategies Corporation

Mental Models: Keeping the End in Mind

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In mountain biking, every rider quickly learns an important lesson: the bike will go where the eyes are looking. If you look at a rock, you will likely hit the rock—even if you are trying to avoid it. If you look at the smooth space next to the rock, your wheels will usually roll safely through that space.

The same is true of performance: where you focus is where you will usually go. Top performers innately understand and practice this concept. They know where they want to end up, and they keep their focus on that end goal.

In practice that means top performers start with the strategic and then deal with the tactical. The strategic is the end goal: where they want to end up, what they want to achieve, what good looks like. Then, as they navigate their way through the various twists and turns of daily work, they have a sound basis for making tactical decisions.

This principle is manifested in the difference between the way top and average performers in business treat the everyday meetings and phone calls required to execute their business strategy. Average performers often view each contact as an end in itself; they try to “win” each of those encounters. In contrast, top performers focus on the longer-term intent expressed in their business strategy, their mental model of success, and they execute each encounter in a way that serves to move them closer to that strategic goal. If the specific objective of the call is not met, top performers seek to learn from the interaction and adjust their plan. If that requires taking a step backward or sideways rather than forward, so be it. They never lose focus.


Questions to ponder:

  • Where is your focus? Are you looking at the rock or the path?
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