Being a top performer requires a series of balancing acts. There's the balance between work and home, the balance between listening and directing, and the balance between developing high potentials and letting go of low potentials. However, one of the trickiest balancing acts is being patient and being impatient simultaneously. Here are four guidelines to keep in mind:

1. Be Patient With Results and Be Impatient With Proper Execution
2. Be Patient With Errors and Be Impatient With Lack Of Integrity
3. Be Patient With Developing Skillsets and Be Impatient With Apathy
4. Be Patient With Relationships and Be Impatient With Neglect

BE PATIENT WITH RESULTS AND
BE IMPATIENT WITH PROPER EXECUTION

You don't always have complete control over the results of your efforts, but you do have control over the execution of those efforts. Focus on executing the fundamentals properly every single time. Push yourself to do the right things the right way every time. That way you know that you can count on yourself when a great opportunity arises. If you become impatient with your results, you may start to get away from the fundamentals in order to achieve a quick success that may cost you more in the long run. Results are indicators, but they are not the drivers of value. Consequently, it is more important to execute the fundamentals properly than it is to get the short-term results because the fundamentals add value to your clients. This added value provides a foundation for long-term rewards.

BE PATIENT WITH ERRORS AND
BE IMPATIENT WITH LACK OF INTEGRITY

There is a world of difference between doing things wrong and doing the wrong thing. If you or one of your co-workers makes a mistake, you can instantly turn it into a learning experience. Over the long run, this mistake can provide lessons learned that add tremendous value to your customers. By remaining patient with mistakes and constantly learning from them, you can steadily improve your performance and the performance of your organization. One exercise you could do to emphasize the value of being patient and constantly learning is to ask the members of your team to identify one key mistake they made in the past year, what they learned from it, and how they are using what they learned to achieve better results today. You could give an example of one of your mistakes to begin the exercise.

On the other hand, doing the wrong thing can never be acceptable. Be very impatient with individuals who display a lack of integrity. This is a character flaw that should be dealt with immediately. Make it extraordinarily clear that lying will not be tolerated. If it means that you have to fire the other person, then fire them. Errors can be learned from, but an absence of character is another matter altogether. If you decide to keep this individual, be sure to keep a close eye on them until they rebuild the trust factor.

BE PATIENT WITH DEVELOPING SKILLSETS AND
BE IMPATIENT WITH APATHY

When managing an individual, be patient with their development. Your greatest legacy will be the people you develop for the future, but this doesn't happen overnight. For them to develop meaningful skills they will need to attend training sessions, try new behaviors and learn from trial and error. All of this takes time and effort. As long as they are working at their craft and showing some signs of improvement, hang in there as long as you can afford. One of my favorite quotes is, "People forget how long it took, but they never forget how well you did." Hang in there with your team members while they improve little by little.

On the other hand, if your direct reports are apathetic about improving their skills, then look for ways to get rid of them. No matter how good they are today, if they are apathetic about improving then they have capped out in terms of their performance. Even worse than that, their attitude will carry over and influence the weaker members of your group. This means their not improving while simultaneously hurting the performance of other people. These apathetic members need to be trimmed or at least reduced in terms of their role. The message needs to be loud and clear that apathy will not be accepted or rewarded. This pruning process allows room for future top performers to grow and develop.

BE PATIENT WITH RELATIONSHIPS AND
BE IMPATIENT WITH NEGLECT

Business is built on relationships. It really is that simple. Unless your work is so extraordinarily unique that you don't need a relationship with the buyer, then you need to build relationships. This takes time. A truly effective business relationship where both individuals are continually achieving better results in their highest priorities requires attention to detail over the long run. It takes extended effort to build the trust where a buyer will put their reputation on the line to use you as a resource.

On the other hand, if the prospect is neglecting you, then move on. There are people who will understand the value that you can bring to them. If you have tried to build a relationship with someone and they are neglecting you, then be willing to walk away and not look back. Pestering someone who might be able to help you will only weaken your reputation and lower your self-esteem. Let it go.

Dan Coughlin is a professional speaker, executive coach and consultant who specializes in enhanced individual effectiveness.

About Dan Coughlin

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Dan Coughlin teaches practical ideas on how to improve business performance. He is a business keynote speaker, management consultant, executive coach, and author of four books on leadership, sales, branding, and innovation. His books including Accelerate, Corporate Catalysts, The Management 500, and Find a Way to Win. His clients include GE Capital, McDonald's, Coca-Cola, Marriott, Boeing, Abbott, Toyota, Subway, Kiewit, Prudential, Denny's, and the St. Louis Cardinals.

P.O. Box 1245 Fenton, Missouri 63026
Phone 636.825.6611 Fax 636.825.9831
E-mail info@thecoughlincompany.com