For some reason we assume that some people have it all figured out. Whether it’s friends, family, mentors, or public figures – we’ve all made the mistake at some point.
And it is a mistake. When it comes to selling, we may look at others and think they just “know.” Whatever it is, they know it. Sales comes naturally to them, and it could never be that easy for us.
In an episode of the podcast Freakonomics, they recently examined what CEOs actually do. Rather than simply asking the CEOs, researchers had them and their assistants call a number twice a day to report on 1) what they’d be doing that day, and 2) what they actually did. In order to get the CEOs to participate in the study, each CEO was promised a report that would summarize how they spent their time. The report would also show how they compared to their peers.
Wait…don’t CEOs have it all figured out? Well, no. And there’s the proof. It’s tempting to think “they’re CEOs, so they must have the answers.” They have some answers, but not all answers.
I’m convinced that what separates top performers from everyone else is not innate ability. Yes, it helps, but it’s more important to be curious, and methodically take steps to improve. That’s true if you’re a CEO, and it’s true if you’re a freelancer, consultant, or solopreneur.
After all, you’re your own CEO.
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