What Do Motivation, Targets and Race Cars Have in Common?

It’s always interesting to ask someone “Which of these does your company prioritize first, motivation or targets?” Because this seems to vary quite a bit, and there’s a perfectly rational explanation for it, as well as for why only one of them is correct.

When you’re managing a sales team, you want everyone to be on the phone, meeting with potential clients, networking and just about anything in between to drum up new business, as well as retain existing customers. After all, you as a manager have targets to meet and investors, managers or even just yourself to satisfy. What many companies seem to think is that targets spark motivation. The idea that you sit with your team, go over the targets for this quarter and consequently every salesperson in the room will feel the adrenaline rush and gust of motivation needed to hit those targets! Right? Wrong… Let me put it this way, if you focus on targets before motivation, you’ll have neither. If you focus on motivation before targets you’ll have both.

Motivation Always Comes First

Let me give you an analogy to put it in perspective. Imagine a race car representing your company. Your company’s targets are the engine that goes in the car. It’s meant to boost growth and accelerate your company. It’s what makes your car go fast enough to win the race. There is only one problem, and you may have guessed it… the race car itself is your team’s motivation. I could even go so far as to say there are various degrees of motivation which would in turn decide if that car war was a Fiat Panda or a McLaren F1! But I’ll leave that for another time. Right now just imagine motivation as something which either is, or isn’t. Which means, if you have all your targets set, you have the biggest, fastest, meanest beast of an engine ever built, how do you intend to win the race without a car to put it in?

Many might say “well the analogy could just be inverted; the car could be targets and the engine could be the motivation.” Let’s use the same analogy to show why this is not the case. You have the same car, the motivation is there, but you have yet to fit an engine. No matter what engine you bring, as long as it fits in the car, it will make it go around the track. It may not be the best engine for the car, but at least you will eventually reach the finish line. On the other hand, if you don’t have the car, but the engine is ready, no matter how small or insignificant it is, it will not go around a race track on its own.

Don't be the same, be better

In Conclusion

Targets cannot exist without motivation, whereas motivation can exist without targets. If you are an entrepreneur trying to set targets for yourself, make sure you have a proper car to fit that engine in first! If you manage a sales team and would like to dominate the market and win the race, make sure you have the baddest car of them all to handle that engine! (By that I mean you need to make a significant investment in motivating your team)

That’s all about race cars for now, but be sure to check out my other posts and let me know in the comments if you agree/disagree. If you have a business and would like me to cover a topic in one of my blogs, contact me directly or let me know in the comments. Don’t forget to subscribe and follow for all the most recent updates and tips.

You’ve Got Consulting All Wrong

People often look at the wrong side of the coin when it comes to consultants – They’re reluctant to bring in outside help because they think it’s a sign of weakness. What kind of leader are you if you can’t even take care of your own social media, create your own marketing strategy, or even implement a CRM for your business?

But the reality couldn’t be further from the truth. There is nothing weak about getting a consultant to provide their expertise in order to grow your business. Before I get into the specifics of why, let’s first all be clear on what a consultant actually is.

What is consulting

What is a Consultant?

The term “consultant” has, for some reason, developed a somewhat negative connotation over the years. Often when I talk to people about hiring a consultant, it’s as if I was waving a string of garlic in front of Dracula himself.

The truth is, just about everyone has acted as a consultant in one way or another at some point in their lives by providing their expertise. The only thing separating you from someone making a living from consulting is getting paid for your advice. That’s all a consultant is – someone who has a greater level of expertise than the average person. Experience which can come from education, self-teaching, but perhaps most commonly, from having worked in that field and done well.

That’s it. That’s all a consultant is. Someone who gets paid to provide their expertise. So, why should more companies look at hiring consultants?

Economics: Specialize and Trade

When I started Becama, I began consulting in sales, marketing and business development. But I’m an economist by education, which I am eternally grateful for as it has given me a different perspective on a lot of things, consulting being one of them.

One of the most basic principles of economics is the idea of specialising in what you’re good at. If you’re the best designer the world has ever seen, don’t lose valuable time by trying to also make homemade hamburgers on the side to sell. Instead, let Bob sell his signature hamburgers, which he’s had tremendous success with. If you need burgers, you go to him, just as he’ll come to you if he needs that 30-year-old sign replaced with something more modern.

If you think about it, this is something we do all the time, but if it’s not our industry, we don’t think about it. We go to restaurants for a nice meal, we go to the bank for someone to handle our money, the car dealership for a vehicle, and so on…

If you look at it, as an individual or as a company, there is very little we do in-house. But that’s easy for me to say, because who would build their own car to drive around in? Right? Not to mention the costs associated with building your own car, both monetary and time-wise.

Specialize and Trade

Why is hiring a consultant any different?

It’s not. Someone who already has the expertise and experience will not only save you time and money, they’ll greatly help your business (depending on the quality of your consultant, that is). If you run your own business, there is nothing more important for that business than you getting to spend your time doing what you do best, rather than spending time trying to do something you feel you don’t have a grasp of.

You wouldn’t perform surgery on yourself, so if you’re a developer with no prior sales experience, why are you trying to also market and sell the product? Just like a marketer would come to you for development, you go to them to get your name out there.

What if I Can’t Afford a Consultant?

When you’re just getting started with your business, the reason you do a bit of everything is simply because you can’t afford paying anyone for their help. Believe me, I completely understand this and I am not telling you that you should hire someone for their expertise if you can’t afford it.

If you’re in the situation I just explained, I’m happy to announce that Becama has been working on a project which will provide consulting completely free to start-ups. The “BecamAccelerator” will give you the opportunity to strategize with industry experts to help grow your business. I know what it’s like trying to build something with nothing. The BecamAccelerator is simply an attempt to give back to the community which has given me so much over the years.

Rethink Consulting

You may have noticed that this as Becama’s slogan, but what does it mean? Rethink Consulting… It means it’s time to see that getting help is a sign of strength, not weakness. Focus on what you do best, let others do the same and work together to grow a truly successful enterprise.

Consulting and making a deal

If you’re looking for some expert advice for your business, Becama is always here to help. Ask questions in the comments if you’d like some help in growing your business or if you’d like me to highlight something in particular in my next blog.