We cannot predict 2023's business environment, but we can create it through Fanatic Discipline

The new year is approaching and setting business goals will be the top priority for many companies. I firmly believe sustainable results are more about doing the right things even in adverse situations rather than surfing on opportunities and complaining about adversities. 

Achieving and maintaining exceptional performance in this unpredictable world requires companies to demonstrate an outstanding set of beliefs and stick to them. Jim Collins defines companies capable to demonstrate this unmatched level of performance as 10xer. 10X companies and leaders, define themselves by the impact they want to achieve and share key elements that set them far above competitors. 

Fanatic discipline, the first one, is about having enough inner strength to stick to a given course of action without being influenced by outside factors. Events, fads, or off-strategy great deals do not entice disciplined leaders. 10X leaders' discipline makes them immune to outside pressure and to the way everyone else might do things. 

In sales, for instance, qualitative KPIs measure the behaviors of sales reps on the ground. While quantitative KPIs are focused on the sales amount generated. When sales figures are in a good trend, qualitative reports are not screened rigorously, and all strategies are based on how to achieve more growth. In early 2020, while covid happened, many businesses changed focus, and qualitative KPIs became the most important as many restrictions were affecting (quantitative) sales results. The reduced time for sales, due to curfews or other restrictions highlighted all inefficiencies in daily operations. Qualitative KPIs were then passed at the top of the discussions. 

Sticking to fanatic discipline ensures the consistent follow-up of qualitative metrics, and ends up with the best results and better resilience compared to the other businesses. The self-discipline to continue doing something because we believe in, defines, in a certain sense the fate of 10X leaders. The courage to be continuously wrong by doing the right things!  

As mentioned by Jim Collins, "This kind of action always" starts with values, purpose, long-term goals...

To read more about 10X leaders, please check Jim Collins - Books