How to set fail-proof habit-based goals and change


We have all read about the importance of goals, yet the majority of people don’t really have them. Are we being lazy or is there a problem with goal setting?

The problem is with how we have been approaching goal setting. We sit ourselves down and come up with a list of things we want for ourselves. Whether the list is, written on the back of a napkin on New Year’s Eve or the result of a formal planning process meeting all the SMART goal rules, very few of us actually achieve these. Every time we fail at reaching a goal, especially one that was super important to us, we build resistance to goal setting. Nobody wants to prove to themselves, or anyone else who reads our bathroom mirrors, that we are a failure. Setting goals we didn’t achieve is unconscious proof, at the very least, that goals don’t work or, at worst, that we are a failure. Either way, why would you willingly do it again?

It’s better to never set goals than to keep setting goals you never achieve.  You need to achieve some success to prove you can succeed and then you will be able to succeed going forward.  You know this from kindergarten; when you get a gold star you work harder to get the next one.

How to set fail-proof, habit-goals and start changing your life.

  • Set the bar so low it’s impossible to fail.

For example, if you wish to improve your fitness or change your body, start with a type of exercise that you can do wherever you are and in whatever you are wearing; like running on the spot for 5 minutes a day. Even if it means doing it at the side of your bed before you lay down to sleep, in the bathroom at airports, or before you sit down to enjoy entertainment (TV, social media, reading etc). No matter where you are in the world, how pressed you are for time and regardless of what you are wearing you could do this.

In terms of fitness/health/size outcomes doing this every day will do far more for you than jogging for 30 minutes once a week.

  • Extend/intensify the habit so that it keeps being impossible to fail at.

There are several ways of extending any goal. Use the aspect that is easiest to achieve and move up in small increments. If time is your greatest hurdle don’t change that part of it. Change something else, like run with your hands on your head or by bringing your knees up to your chest. Anything so long as the extra limit is equally fail-proof. Introducing equipment like weights (on your ankles or in your hands) limits the venues you can do this so increases the likely hood of missing days and getting out of the habit.

  • Don’t change existing habits, add new ones

If you have firmly established your 5-minute daily run at its maximal doable level (hands on heads and lifting knees to chest) you’re feeling ready to make more body improvements. It’s tempting to drop your simple routine and go big. Don’t stop doing those 5-minute runs to substitute another activity like; going to a gym or playing a sport. ADD ONE of these at a time as an additional separate habit. Remember to set up the new habit in a fail-proof way.

To learn more about making changes in your life and become a better you read The What Why and How of Getting into Action and the Myth of Motivation  

Success means staying on one path

“Consider the postage stamp: its usefulness consists in the ability to stick to one thing until it gets there.”
– Josh Billings


What are you going to be when you grow up? It’s a cute question to ask a 5 year old. Sadly with the endless array of choices, it’s easy to get trapped into asking this throughout your entire life. There are all these different pulls and pushes that tempt us to stray from our path. But being a jack-of-all-trades can be detrimental to your success; it’s about choosing one thing and getting really good at it!

But how do you know what is worth sticking to?

Ultimately you don’t. It’s a decision you make.

Many of the worlds greatest achievements and success stories resulted from stepping into something radical but then many failures are too. Business plans and market research will give you some clues and it’s worth spending a few (many???) months doing these before you decide. But there are no guarantees and ultimately it’s just your choice to commit.

Once you commit there is nothing else but to persist, till success or bankruptcy do you find.

If you want to find out if you have the tenacity/persistence/endurance to stick to your path we invite you to complete a Sales Inventory Profile.

A Positive Mental Attitude is key to success

Positive mental attitude“Sales are contingent on the attitude of the salesman – not the attitude of the prospect ” William Clement Stone (May 4, 1902 – September 3, 2002) Author of the book ‘Success Through a Positive Mental Attitude’ 1960

Stone is one of America’s rags to riches super stars. From selling newspapers at 6 years old to owning the news stand at 13. Together with his mother they started what was to become America’s largest insurance company, Combined, when he was 16. Within ten years they had over a thousand agents selling insurance across the United States.

He credits his success to Napoleon Hills book Think and Grow Rich.

More quotes by Stone

The absolute power of NO

Learning to effectively say ‘no’ without flinching or thinking it was damaging my relationships is a lesson that took me many years to get. Maybe I’m a slow learner? Maybe it’s my female instinct to value relationships above myself.  It used to strike me as too confrontational to simple say ‘no’. But not learning to efficiently communicate ‘no’ can be a huge time drain in our busy lives and creates uncertainty and resentment in relationships.

I finally learnt this lesson at home from my children but it has proven to be an important tool in all my relationships, with adults both personally and at work.When I first became a parent I was a very collaborative and soft individual. When my son did things I didn’t like and I wanted him to stop doing it I used statements like;

  • That’s not a very good idea
  • Try it this way…
  • How about we…

When I only had the one child this style worked. While it was exhausting and frustrating, I could still continue to do things that way. After my second child learned to crawl it became obvious that my systems were no longer working. Having two little boys in the house the available time to negotiate and persuade became zero.

I learned that a clear and firm direction was not only better on my nerves but better for the troops as well. Now, when I say NO, in a clear and serious voice, everyone knows exactly what that means, even the baby (child three, a daughter).

No Computer Key Showing Denial Panic And NegativityThe power of the word NO comes from its meaning. Its meaning is absolute and to the point. So to execute it properly your voice and demeanor needs to be absolute and to the point. There is no room for lightheartedness or absent-mindedness; nor is there room for any hesitation.

For NO to have absolute power it does not need to be used in anger, or frustration; or used sternly or loudly. If something, in this case a word, has real power it needs no force in its execution to be effective. To have absolute power NO needs no threat or consequences.

Continuously threatening is just as ineffective and exhausting as being too soft. As a parent, or as a leader, you cannot present every requirement as a closed statement; you will do this, or … You cannot run any team, including a family, in a permanently adversarial state. If you follow through with every threat you become the enemy. But then if you don’t follow through with every threat you get ignored and become ineffective, so stop threatening.

I have learnt that none of these things means no:

  • I don’t think so
  • That’s not what I meant
  • Let me think about it
  • Maybe another time
  • I’m not sure
  • That’s not a very good idea
  • I’d prefer you didn’t
  • I don’t like that

No means no.

As a parent my job is to lead and at times that requires making some really tough decisions, and holding my ground. My job as a parent is also to teach. I teach my children how to weigh up issues and make decisions. I will share my thinking processes to give them examples of decision-making. I will take them through situations and ask them to make the decision to let them practice under supervision.

But when it’s my place to make a decision, the quicker and more precisely I relay my decision the better. If the decision is no then saying NO is the quickest and most effective way to say no. All those other ways I used to say it just prolong the tension for everyone.

How will you drive yourself in 2013?

If something is truly important to us we are motivated to do whatever it takes to make it happen.

Very few people think getting more money is important enough to endure the angst of prospecting.

To have people push through their pain they must be clear on how important the result of their prospecting really is; self pride, glory, respect, providing for their children. It has to be really important to them.

— Maya Saric

When your idea just wont give up on you

What do you think when you hear the word ‘entrepreneur’?

It’s phrase often used to describe a start-up business person. The defines it simply as:

“a person who organizes and manages any enterprise, especially a business, usually with considerable initiative and risk.”

But why is it some people take the risk and use their initiative?

Avis Mulhum, born in Ireland, citizen of the world and currently resident of Sydney has made money from the recruitment industry while she follows her passion and a half idea to launch an internet business. Describing what fuels her (including keeping her working on her idea following a serious illness) she said:

“I think the only thing that kept me going was the fact that I knew that I didn’t have that standard boring dull hamster wheel of a life to go back to … I think being an entrepreneur means that you persevere no matter what happens.”

Read more by following this shortened link:

Whether it is destiny or basic psychological obsession, there is a group of individuals amongst us who are so possessed by an idea that they do persist no matter what  to see their idea come to commercial reality.

That is what an entrepreneur is for me. Someone who is almost possessed by their dream that no matter what life throws at them they persist. Their idea drives them forward, in spite of great personal sacrifice.

Get started: What is a Sales Excellence Business?


Get started – what is a sales excellence business?

SIP sales recruitment training and coaching programs pricing

Sales Recruitment

Recruit Sales Staff with Sales Inventory Profile (SIP). Why? It answers your number one question in recruiting sales staff is “Who can sell?”

SIP is the best sales staff pre-selection tool in the world and it answers this important question by means of a proven independent psychometric online assessment. The SIP Assessment can determine if a person has the necessary attributes to sell.


• Test your existing sales and support team to achieve an independent sales capacity audit.
• Team results debrief with the manager – two hour onsite / phone review with a SIP specialist.
• Includes eight team members. Additional staff $180 + GST per person.


• Advert copywriting – the creation of the compelling, emotionally engaging, sales message advert.
• Loading and managing your advert on SEEK.
• All candidates tested with SIP.
• We analyze all the SIP reports and résumés within the score range for your job.
• We will recommend questions that you can ask each candidate within the score range for your job.
• Manage and communicate with the candidate pool via our online SIP Candidate Management System.


• Includes a Sales Capacity Audit of your existing team.
• Two full recruitment cycles including everything listed above.
• Direct employment inquiry program includes:
a. Copywriting an employment information pack for individuals who inquire between recruitment campaigns.
b. Copywriting an employment page on your website including a link to the SIP website.
c. Unlimited assessment of individuals (written summaries by SIP staff not included).
• Vocational guidance promotion program to local students includes:
a. Copywriting an invitation to complete a SIP.
b. Unlimited assessment of individuals (written summaries by SIP staff not included).


• SIP becomes your recruitment provider across all job functions for 12 months.
• Write, load and manage all your adverts’ on SEEK.
• All candidates tested with SIP for all your jobs.
• We analyse 10 SIP reports and résumés per job for the first 3 months.
• Manage and communicate with the candidate pool via our online SIP Candidate Management System.


• We analyse the SIP report and résumé and provide a written summary.
• We will recommend questions that you can ask this candidate during the interview.
• Manage and communicate with the candidate via our online SIP Candidate Management System.
• For existing staff we include a one hour coaching session directly with the individual or their manager.


• Immediate access to your own 14 page SIP report.
• 45 minutes of personal coaching directly with a SIP Sales Excellence Coach.
• SIP Sales Potential Certificate to include in your job applications

Sales Training Programs by Maya Saric

Group Workshop

Emotions in Selling:
Trust based selling to help clients make strong decisions. Duration 2 hours $750 + GST

What is included:

• Understanding the neurological structure of the brain and how the flight/fight mechanism drives all decision making. We will review the progress of data arriving from the senses (hearing, sight etc) to the two levels of thought processing; emotional and logical.

• How to uncover the buyer’s personal perceptions of safety and the decision process they are using in order to guide them to use your service. If you contradict this process and trigger even the smallest feelings of fear they will reject you and your product.

• Learn how fear and anxiety can turn your client’s thoughts from caterpillars into pythons and how to prevent this; so that the caterpillars turn into butterflies instead.

• Learn how selling your own home is the scariest decision a person may ever make and how to guide your client safely through their anxiety to a stable decision to list with you.

• We will look at very specific strategies to maximize your message and the way you present it, so that your clients are able to safely process the message through their emotional filter to make effective decisions. Decisions that will not unravel when they continue to think about the situation after you have left or when they hear new data from your competition.

• Importance of the customer doing at least half of the talking during the sales process in order for the purchase to be stable. Using the magic wand technique that helps a buyer express their needs so you can discuss the real value to them of your offering.

• How to manage your clients fear response to help them to continue to listen and have the ability to buy from you.


Emotions in Selling:
Introduction to trust based selling to help clients make strong decisions $249 + GST

What is included:

• Understanding the neurological structure of the brain and how the flight/fight mechanism drives all decision making. We will review the progress of data arriving from the senses (hearing, sight etc) to the two levels of thought processing; emotional and logical.

• How to uncover the buyer’s personal perceptions of safety and the decision process they are using in order to guide them to use your service. If you contradict this process and trigger even the smallest feelings of fear they will reject you and your product.

• Learn how fear and anxiety can turn your client’s thoughts from caterpillars into pythons and how to prevent this so that the caterpillars all turn into butterflies instead.

• Importance of the customer doing at least half of the talking during the sales process in order for the purchase to be stable. Using the magic wand technique that helps a buyer express their needs so you can discuss the real value to them of your offering.

• How to manage your client’s fear response to help them to continue to listen and have the ability to buy from you.

• Managing your own fears and rejection responses.

Group Workshop

Emotions in Selling (RE):
Appraisals to Listing by overcoming the fear barrier. Duration 3 hours $950 + GST

What is included:

• Overview of neurological systems that drive decision making specific to listing and selling Real Estate.
• Brag Sheet: exercise to define why a property owner should hand their greatest financial decision over to you. Having clarity on how vendors choose agents.
• How to manage the vendor’s fear during both appraisal and listing meetings.
• Detailed scripts for appraisal walkthrough. How not to give your opinion on the spot.
• Setting up the parameters for a return meeting to conduct a listing call. Includes how to have all decision makers present.

Group Workshop

Emotions in Selling (RE) –Prospecting for Real Estate. Duration 3 hours $950 + GST

What is included:

• Overview of neurological systems and the role of fear and trust in selling. Learn to manage your own fear response to overcome your fear of cold calling.
• Managing your own fears and rejection responses.
• What is effective prospecting in real estate for residential listings and new property management?
• What is the difference between warm and cold calls? How to be warm calling most of the time.
• The role of scripting and developing your own script.
• Getting started: territory definition, personal organisation of your time and energy.
• Introduction and explanation of six different types of prospecting, each with starter scripts includes a Door Knocking System and Survey Prospecting. This is a specific system, fully scripted with supporting tools.
• Prospect tracking systems: Managing prospects from first touch to formal appraisal, role of follow up contact and marketing material.

Group Workshop

Emotions in Selling – Full day combined program.  Duration One day $ 1800 + GST

What is included:

• Emotions in Selling – Trust based selling to help clients make strong decisions
• Emotions in Selling – Appraisals to listing by overcoming the fear barrier
• Emotions in Selling – Prospecting for Real Estate

Sales Excellence Coaching Programs by Maya Saric

Individual Coaching Program

New Listing Agent Start Up. Duration 9 hours over 3 months $2,500 + GST

What is included:

• Emotions of selling overview.
• Personal motivation exercises targeting addressing cold calling issues.
• Getting started: territory definition, personal organisation and
• Introduction and explanation of six different types of cold calling, each with starter scripts.
• Door knocking system: Survey Prospecting. This is a specific system, fully scripted with supporting tools.
• Prospect tracking systems: Managing prospects from first touch to formal appraisal, role of follow up contact and marketing material.
• Weekly prospecting reporting by email.
• Three end of month coaching sessions on self emotion management.

Individual Coaching Program

Fires of Hell- Understanding your personal action triggers.  Duration 8 hours over One Month $1,800 + GST
What is included:

• Understanding the neurological structure of the brain and how the flight/fight mechanism drives the specific decisions you make.
• Identifying your personal blocks to action.
• Creating a clear plan for overcoming your blocks.
• Identifying goals that are fuelled by your own motivation structure.

Individual Coaching Program
Sales Excellence – Follow up to the Fires of Hell Program. Duration 9 hours $1600 + GST
What is included:

• Defining goals for your immediate sales issues.
• Agreed action plan on daily and weekly levels.
• Joint review of:
1. activities
2. sales situations
3. obstacles to current performance


• Minimum program is set up session of two hours then eight weekly sessions.
• Conducted in person or on Skype with video.

Sales Management Programs by Maya Saric


Understanding Your Current Sales Team. Duration 2 hours $950 + GST

What is included:

• Test your existing sales and support team to achieve an independent sales capacity audit.
• Team results debrief with the manager – two hour onsite / phone review with a SIP specialist.
• Includes eight team members. Additional staff $180 + GST per person.


Sales Planning. Duration One day $1,800 + GST

What is included:

• Total territory definition.
• Define and agree the business sales mission.
• Set sales goals: Five years and annual.
• Individual territory creation within the total territory by geography, product or industry classification.
• Staff matching to territory (includes results from SIP Sales Capacity Audit).
• Define existing staff development needs to match territory definition.

Here’s some more information on what SIP can do for you.


TERMS AND CONDITIONS • Settlement due in full 7 days before program starts, including recruitment. • * All facilities, refreshments and transport costs are additional and the client’s responsibility to organize. • Pricing valid until 1/03/2012.

“When patterns are broken, new worlds emerge.”

“When patterns are broken, new worlds emerge.” – Tuli Kupferberg

Love this quote! It’s the most elegant way of saying if you
change yourself the world changes with you. Unfortunately change is the hardest of all things and rarely occurs elegantly. Indeed most of us have it hoisted upon us  through some catastrophe.

To proactively create changes takes great clarity about the workings of
your internal belief system as well as acting in new and unfamiliar ways. It’s
rare that any of us have the energy or courage to walk a new path alone.

If there is anything you want to change in your working life, let’s
talk. I’m a qualified psychologist with over 30 years experience in Sales and
Business Management who has been coaching people to create new realities for
themselves in business since 1993.

Email me for a personalized coaching plan or call now on 0407 005 290

Want more inspiration?

Learn how to achieve your deepest desires

We are all aware of how our fears drive us but few have any clue about how the pull of pleasures really works. Have the people who amassed the greatest fortune really driven themselves from the compulsion of survival?

Many coaches say their job is to ‘keep your feet to the fire’ that is remind you of the fire and keep the survival instinct switched on. I know to achieve greatness takes something else. Can you imagine Bill Gates was in perpetual struggle? No!

Then there is the positive thinking crowd and the elusive ‘Secret’. But most of you equally know that plastering your walls with goal boards and photo’s of lives unattainable isn’t working either. You need a much more intrinsic personalized pleasure to achieve greatness. Pleasures that are an expression of your real personality fit into
your belief system and are lived with love.

In a recent speech to a group of students on my role models, Warren Buffet said:

“I may have more money than you, but money doesn’t make the difference. If there is any difference between you and me, it may simply be that I get up and have a chance to do what I love to do, every day. If you learn anything from me, this is the best advice I can give you.”

I invite you to understand the Emotions in Selling program. Get your own copy of the DVD’s or book your team for a personalized training process to understand what specifically motivates your prospects and how to use that consciously to close deals.

If you want to uncover your own motivation triggers email me for a Coaching plan on:

It’s fun to play games together

We played a fabulous family game on one Saturday afternoon  recently. We’re a game playing family. Amongst our recent favourites is Uno (a classic) Tri-Domino’s (travels well) and Dragonology (world’s most complex game
for the under 100’s).

Saturday was a mum favourite; ‘Clean the Fridge’. Luckily Luke, Mr almost 11 who is good at cleaning, is capable of turning everything
into a competition!

Game on!

The rules:

Clear kitchen bench top and dining room table

Remove everything from refrigerator door to bench top

Remove contents of each shelf to different corner of the dining room  table

Remove shelves to sink for mum to wash

Dry shelves

Luke to return shelves to original position (Luke’s also good at fine details and loves the puzzle of making things fit). See photo….mum asks; can I help? Luke answers; NO I’m not giving up.

Total game time: 30 minutes! Wahoo!

The Will to Win

In my life I have been a couch potato then an amateur Australian title holder in a team rowing sport.

Yes the same person within just a few years of each other.

I have also trained a team of coach potatoes to a level of local sporting success in just a few weeks. The team I coached was a corporate Dragon Boat crew made up of staff from a large Sydney law firm. They varied in age, shape and level of fitness.

They were all very startled to find themselves with a coach who expected them to win. A coach who was a winner and assumed that they would be too. I didn’t ask why I had been chosen to coach. I was honored to have the job and was determined to do it to my very best abilities. Plus I was a driven and competent athlete. They were a group of novices with only 4 weeks before the race.

I assumed they had asked for someone good to give them some chance at winning. Other wise they could have been given a coach who wasn’t as good nor as driven as I was. So I drove them. I did notice some surprise from them on the first night that I was being so thorough in my style and so demanding in the tasks. They didn’t complain and I chose to ignore it.

Over the 4 weeks I implemented a very detailed training program. I never said anything discouraging to any individual or singled out anyone for non performance, though I had plenty of examples of both. It isn’t my style to focus on the negative. But I did continue to expect improvements and I never slackened on the pace. We spent our weeks ‘doing’.

Race day came and I was ready for victory!! They were still a bit amused. I lined them up before the race into their positions. They had been lining themselves up at practice and choosing their own positions. I hadn’t interfered with that as I had felt it was more important to learn the technique fully first. But today we needed to be at our very best. Everything we could do to win was important. Luckily that day I was really angry with the world and so I was taking no crap. Someone complained that they wanted to be further up the rank. I told them without flinching that heavy strong people get to be the middle. I wanted small skinny agile people in front tall skinny people at the back. They had all been weighed at the last training session. End of discussion. What discussion?

I myself was also competing this day in the open sports division. After lining every one up and having a brief chat about why they were in these particular positions and that I had every confidence in them and all would be good I left them to compete with my own team. My sports team came second. Right well now I was really angry! I told my corporate crew what they had ‘a chance’ of winning, because:

1. They had completed a professional training program designed by an expert
2. They had been training well for 4 weeks
3. They were seated in the prime position for the group dynamic
4. If they gave it 100% and expected to win, they would

Someone laughed, the rest were deathly quiet. I said if there was anyone who isn’t going to give it 100% and expect to win, it is best they stayed out of the boat. Yes I’m serious. We will do better racing with less crew than racing below our personal best. Was there anyone here that didn’t want to give it their personal best? No comments. They very quietly got in the boat. I sat in coach position at the drum. While we were moving into position I was repeating what our strengths were and that I expected them to win.

We were waiting for the gun. Silence. Everyone in start position eyes on the water. The gun went and I was yelling:

We can do it!
Push yourself!
Pull harder!
Work together!
You are good at this.
Pick it up! (What do you mean pick it up we are dying out here)
Come on you’ve got plenty of stamina I know you can do it.
We are winning (What! Who is?)
Yes we are in the lead.
Push it now we can win.
Come on we are doing it
Death or glory there is no second time
Now is it
Pick it up

On and on I yelled.

To everyone’s absolute amazement, we won!! Indeed we won by an obvious margin.

They were so busy laughing and hugging that we nearly capsized. We rowed back to the pontoon without a glimmer of fatigue. When we got out of the boat one of the blokes gave me such a big hug it picked me up of the ground and told me I was awesome and that was the greatest thing he’d ever been a part of. I said:

“The team is awesome. You’re a winner!!!”

Later I discovered the bloke who hugged me was the MD. The bloke who had complained about the seating was a senior manager. The two women who were in lead position where both juniors (skinny and agile).

This race was a heat. It qualified us for the finals.

There were almost 30 corporate crews there that day. Most like us had joined just weeks or even days before. Not one had a serious coach. There were also well organized corporate crews who had trained for months and used the sport as a regular fitness exercise. They too had amateur coaches. In the final we came second. The crew that beat us had been training together for many years and were using the sport as a fitness process and a company social bonding (drinking) thing. We did plenty of drinking (I mean bonding) too.

This is a true story and has some great lessons for anyone in a leadership role whether in sport or business. This was neither the perfect team dynamic nor the ideal coach/leadership model. Reality has a tendency to imperfection. The story is still important however, as it does illustrate some of the key issues required to achieve a successful outcome.

7 Keys to Victory

1. A clear and highly specific goal.

I mean clear! Not ‘give it a go’ or ‘try our best’ but WIN! It is usually better to have the goal clearly articulated and known to all team members. In this case, I had assumed their goal was to win. It later turned out that some of them had very specific individual goals, all of which were surpassed by their results. While getting buy-in from all members at the start of a project is preferred, it is not mandatory.

What is mandatory is that there is:
a. A specific goal that is clearly defined and,
b. Known to the leader who will be creating the plan and then,
c. The members provide all the required actions to complete the plan.

2. A lot of thinking and planning done by someone qualified

In this case this was me, the Coach. I used my great depth of knowledge in this sport to assess in detail the available resources and developed a plan for each training session in 10 minute intervals. The individuals didn’t need to know any of these details so long as there was a good plan to follow.

3. Lots of Action

By them – the Coach never rows. They came to the training sessions and did their time on the water. They had worked much harder on the water than any of them had expected to and all said later that the training was as good as the racing. On a long journey (which this was not) the daily work must also be rewarding as the glory of the outcome can be too brief to provide any on-going motivation.

4. Having a qualified and specialist Coach or Leader responsible for implementing the action process and ensuring the team keeps to the plan.

It can be the drawback of many teams that one of the participants is also the Coach. In the years we had won we always had a separate person who did not row as our Coach. In fact, in this type of rowing, the Coach is an extra weight in the boat to be carried by the workers. However, it still works better that way to have someone dedicated to coaching and, that they are an expert.

5. Absolute drive

Initially that was just me but it became infectious. Lots of members of the crew increased their dedication during training when they could see the rate of improvement. No-one had dared say that they were serious about it, until after we won the first race. But I had already seen they were serious by their demeanor and improvement in the boat at training.

6. Group Dynamic

There is something special about working in a group. For some it is the companionship that gives them extra strength. Some people do not want to embarrass themselves in front of others. So if the Coach says we are rowing at full capacity for 5 minutes, who wants to stop before the end? For some, it is the inspiration provided by others. Either by someone who does this so well they are delights to have around or by watching someone struggling heroically against the odds. For example, in that crew watching some of the smaller people put in so much energy make you feel like doing it too. I have often trained on land alone using the same strength program we use as a group. I know that when I am on my own then 15 repetitions can seem plenty. When I train together and the Coach decides it will be 30, I’ll do it. Groups are not always easier. Just as a group dynamic can be good it can also create problems which are beyond this article to consider.

7. Positive feedback

Firstly, they received lots of positive feedback from me at each training session. They could also see for themselves, at each training session, that they were moving faster and further than the time before. The absolute feedback came with winning the first race. Instantly, they all thought they could do it, not just the optimists amongst them and that driven Coach of theirs.

What about their drive, passion and vision?

Often in corporate projects you will be working toward a given task and be expected to make the project work, despite your personal beliefs.

Is that realistic?

It isn’t necessary, though it does make it easier, if everyone is personally passionate about the vision. In this case someone obviously was. That was me. A few other people were secretly almost as passionate.

What is mandatory is that there is a viable plan and that everyone is genuinely committed to executing their actions effectively. While I did use visualization techniques to teach them about stroke style and timing, our results came from ‘the doing’.

What will sabotage the result is if an individual reduces their ‘doing’ for any reason.

If someone is holding back on the amount of effort they are contributing it maybe because they don’t share the vision. It is very hard for people to work against their own values and beliefs. If this is the case, effort must be made to align the individual’s beliefs and values with those of the project. This process need not be difficult or complicated but cannot be ignored if a person is dragging their feet and you want them to stay with the project.

I was lucky with this group as they had all volunteered to participate. As it had not been a formal company requirement so they were all equally willing to do the work. It is the nature of volunteer organizations that people are unlikely to join a group that contradicts their personal needs. There was one bloke who complained about the plan (remember the seating issue) but his commitment to the team was sufficient for him to complete his actions well.

As a leader, or coach, you must expect people to challenge your plan.

Some people need a thorough knowledge of what is required of them, and why, in order to do their part properly. It does not mean they disagree with the plan. There may be people who are questioning the plan because they do disagree. If you cannot gain their co-operation they will become useless in the team.

This event is a good example of how great results can be achieved by having a qualified coach experienced in planning, individual performance enhancement and team dynamics.

Want to achieve your deepest desires?


Another dash of motivation anyone?

This one matches my suit

Staying energised and focused is the bane of every salesperson’s existence.

Lots has been written on this topic and some of it like the Law of Attraction and many sales courses talk about having clear goals.

One of the sorts of goals people have for themselves relates to being able to afford to buy better stuff, like new cars. So we pick a car to help us visualise making more sales and so earning more money.

Recently I was at the Ferrari and Maserati dealership in Waterloo Sydney talking with one of their nice salespeople Tom Westlake. The photo included here is of one of the Ferrari’s Tom currently has for sale. Tom also sells Alfa’s if anyone is up for the challenge of owning one of them.

If you want to see more photos of beautiful cars you can check them out at

Anyway….back to how people use goal imagery to stay motivated. People think to have a lot of motivation you need to set BIG goals so they plaster their walls, and their devices, their wherever-they-are-often places with pristine beautiful images of cars and what could be more pristine and beautiful than a Ferrari.

Then we think a few minutes each morning of our dream car, chat a few affirmations and perhaps a moment or two of gratitude focus and hey presto we will be motivated to achieve more sales to get that car.


As a Sales Excellence Coach of over 20 years, I know your brain does not work like that.

Your brain will orchestrate, on your behalf, what you REALLY want at the subconscious level. Most of us don’t really want a $500,000 car because we cannot conceptualise actually having it in the mental frame of our current self-perceptions. In plain English; the Ferrari doesn’t fit our current image of self or our current life. I’d never fit it into my garage and where on the streets of Newtown would I park it?

A highly specific goal will work to motivate you only if it is something you REALLY want at your deepest gut level and it is just outside of your current reach. So if you really want to change your car and you currently drive one worth $300,000 you might plaster your life with pictures of a Ferrari.

You need both elements for a goal to work;

  1. at your deepest core level you want that exact thing and
  2. it is at the outer edge of your current self-image.

So if you currently drive a $30,000 car and you WANT A NEW CAR and it’s not just a marker for more money, then you need to start focusing (not fantasising) and  wallpapering your life with images of $60,000 cars. So when you ring Tom ask him about the Alfa’s instead!

But if you have no clarity about what you really want and why then you should connect with me first.

Untangling your deepest motivations is a journey in its own right and getting them out of your head is quicker and easier with the tools and objective guidance/probing of an experienced coach.

Maya Saric

Sales Excellence Coach