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How to Overcome Your Biggest Enemy in Life: Fear

How to Overcome Your Biggest Enemy in Life: Fear

Have you ever heard someone say “Me? I’m rubbish at mathematics!” or “It’s no good asking me I’ve always struggled with grammar”? These are two perfect examples of the chosen thoughts we allow to hang out in our minds that dismember our goals and our results.

So many of us enable the wrong thoughts in our minds and our brain is only too happy to deliver exactly what we ask for. The damage is caused when we don’t realise we’ve been asking for the wrong things.

You see, our brain is a clever old bunch of cells. It’s highly likely you’ve heard of the exercise where you are asked to not think of a pink elephant… and weirdly there in your head is a pink elephant! Or of Pavlov’s dogs, who could be encouraged to salivate just on hearing a bell ring. Even now I could say to you “Don’t imagine a lemon being cut in half and the juice being squeezed down your throat”, and you’d start to realise “Hey I’m producing more saliva”. How is that possible?

Because our brains WILL deliver what we ask for.

When it comes to performance we have to choose our words carefully. If you appreciate the above and accept that we are easily suggestible creatures, then by nature it stands to reason that I can give you some top tips and tools to help you perform better just based on what words you are choosing to think.

You see, if words can impact what your body does it can also impact the results you achieve, and the standard to which you perform at.

How Fear Screws You Up

How is it that one person can relish the opportunity to stand on a stage in front of 5000 people, and another would rather have their spleen burst before it was their turn? (And trust me as someone who used to have a very physical fear of public speaking and who now adores it and coaches people out of that fear, I really know what that fear is like.) If we allow such a fear to fester and hang out in our minds then guess what that can do to your performance?

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Let’s stick with the public speaking fear since it is still one of the top fears in the world. We are still more scared of speaking than dying. Crazy right?

You are asked to speak to a large audience and the opportunity has the potential to rocket your career. If you fear public speaking then the overriding thoughts are around the fear… instead of the ideal results you want to get.

For instance, instead of thinking:

“This is the opportunity I’ve been waiting for and it’s going to rocket my success”

You are more likely to be thinking:

“Oh no the biggest opportunity of my life and I’m going to screw it up.”

Now remember our brain likes to keep us happy. So, if you are thinking the first positive thought guess what you are likely to get? And what about the second one?

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“That’s all very well and good Mandie but it’s a fear. It’s real, it’s tangible. It shuts my throat, makes me shake, sweat and I struggle to remember my name let alone an entire speech!” you say.

And from many years’ experience of helping people overcome those fears I know that this is exactly what fear relies on. It relies on you accepting the feelings, and accepting the physicality of it. It relies on you accepting those negative emotions and really experiencing them on a level that causes you to never question them. And that is the key.

To increase your performance success, you have to question your thoughts. Not all fears are obvious. Some can hide out in your subconscious for years and it’s only when you work on them that you become aware of a fear that has been impacting on your success.

Everyone Has Fears, Even Those Who Look So Tough

Don’t believe me?

Only recently I had someone who I’ve admired for a long time on an international level say to me that it was not until they read chapter 3 of my book that they realised something had been impacting their success for years. That something was the action of picking up the phone. How can picking up the phone kill your performance?

Let’s break it down by thinking about what happens if you choose your actions according to your thoughts. So, if you think picking up the phone is going to interrupt someone’s day, make them less likely to say “Yes” and want to hear what you have got to say, are you likely to revert to an email?

On the other hand, what if you accept that you are a valuable person who has every right to speak to someone on the phone because you have something useful to say that could be very relevant and interesting? What are the chances you will pick up the phone?

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So how do you revert to positive thinking and override the fears that damage your performance?

4 Tips to Override Your Fears

Adjust Your Assumptions

What assumptions are you making and are they good or bad for you? For instance, if you assume that mistakes are opportunities to learn, then you will go for it with all your heart. You will trust that even failure has its benefits and use them effectively to power up your performance. On the other hand, if you believe that failure is dangerous and damages your reputation and success then you are likely to shy away from the opportunities that can risk failure. With fear, you have to think like the superhero in a movie. Be prepared to step into situations that you fear with trust that you can do this. You don’t see superhero’s look at the big evil 20-foot bad guy and think “Mmm I don’t think I will protect mankind today, he looks a bit scary.”

Remember No One Really Cares

A big reason that fear can impact your performance and thus success is because we imagine what people are thinking. Ironically, it’s not usually true. We assume that everyone is thinking about us, and yet they are much more likely to be thinking about themselves — “what’s for tea”, “what they are going to get their Mom for her birthday” or “why did I wear these shoes, they’re far too tight”. However, remember that fear relies on negativity holding us in place and so if you just learn to accept that everyone is thinking their own thoughts and are as obsessed with them as you are yours, you can stop allowing incorrect thoughts into your head. And as one business friend said to me once “Mandie, you have no right to the thoughts in other people’s heads.”

Shift Your Focus

Fear loves us to repeat patterns. So, if you have thoughts in your head that say “this won’t work”, or “I’m scared of the end results” — then your brain will do all it can to prove you right.

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Therefore, if you can have a stronger new direction to focus your attention on the fear will reduce and eventually dissipate. For instance, let’s go back to the fear of public speaking (You can replace this fear with one of your own!) If you fear public speaking and focus on what you fear, that is what you will get. On the other hand, if you have a clear goal in sight then that is what you are more likely to get. That means you need to work out what you want. What do you want? What is the goal? Where do you want this to lead? By answering these questions with your true passions and desires your brain has a positive direction to aim for, and not the fear routed patterns of the past.

Don’t Be Afraid of Looking Stupid

Closely connected to the fear of what people think is the fear that you will make a fool of yourself. Thus, if you fear what people think and/or making mistakes and getting it wrong then fear again gets to overpower you. Think about a time you’ve felt stupid for saying or doing something. What happened next? Then answer, “How did that make you feel?” and then from that ask yourself “Did that result in a feeling or an action?” and then answer, “what happened next?” In this way, you can start to build up a picture of the automatic path way connected to this fear. How you fall into old patterns that have not served you powerfully, and allowed fear to hold its power of you. (And yes, this process can be used on any fear, I call this a negative spiral.) Once you build a picture of what is happening in your old state you can learn to see what thoughts and feelings create what actions. For instance, if you stood up for yourself and spoke up and that led to you feeling inferior, did that then lead to you not taking on the project that was offered to you, because you feared getting it wrong? Understanding the thoughts that create the actions means that you then decide to create a new thought, and that will lead to new actions. But again, this really needs a powerful focus and goal to help you achieve.

Ultimately fear is allowed to impact our performance because we’ve learnt to trust fear. Fear is useful in that it keeps us safe, however there aren’t too many woolly mammoths on the streets anymore. So when fear is given too much power it damages our success. Learn to challenge and stop assuming. And most importantly trust that you can do this, you can give yourself all the proof of your successes to tell you this. And I will leave you with this thought: Why do we assume what if we are awesome at something then everyone else can do that too? While if we can’t do something we are idiots because everyone else can do it?

You see, fear really does wish to damage your success. So, it’s time to challenge it.

More by this author

Mandie Holgate

International Coach, Best Selling Author & Speaker inspiring people around the world to success.

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Last Updated on January 6, 2021

14 Ideas on How to Measure Productivity to Make Progress

14 Ideas on How to Measure Productivity to Make Progress

Everyone has heard the term productivity, and people talk about it in terms of how high it is and how to improve it. But fewer know how to measure productivity, or even what exactly we are talking about when using the term “productivity.”

In its simplest form, the productivity formula looks like this: Output ÷ Input = Productivity.

For example, you have two salespeople each making 10 calls to customers per week. The first one averages 2 sales per week and the second one averages 3 sales per week. By plugging in the numbers we get the following productivity levels for each sales person.

For salesperson one, the output is 2 sales and the input is 10 sales: 2 ÷ 10 = .2 or 20% productivity. For salesperson two, the output is 3 sales and the input is 10 sales: 3 ÷ 10 = .3 or 30% productivity.

Knowing how to measure and interpret productivity is an invaluable asset for any manager or business owner in today’s world. As an example, in the above scenario, salesperson #1 is clearly not doing as well as salesperson #2.

Knowing this information we can now better determine what course of action to take with salesperson #1.

Some possible outcomes might be to require more in-house training for that salesperson, or to have them accompany the more productive salesperson to learn a better technique. It might be that salesperson #1 just isn’t suited for sales and would do a better job in a different position.

How to Measure Productivity With Management Techniques

Knowing how to measure productivity allows you to fine tune your business by minimizing costs and maximizing profits:

1. Identify Long and Short-Term Goals

Having a good understanding of what you (or your company’s) goals are is key to measuring productivity.

For example, if your company’s goal is to maximize market share, you’ll want to measure your team’s productivity by their ability to acquire new customers, not necessarily on actual sales made.

2. Break Down Goals Into Smaller Weekly Objectives

Your long-term goal might be to get 1,000 new customers in a year. That’s going to be 20 new customers per week. If you have 5 people on your team, then each one needs to bring in 4 new customers per week.

Now that you’ve broken it down, you can track each person’s productivity week-by-week just by plugging in the numbers:

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Productivity = number of new customers ÷ number of sales calls made

3. Create a System

Have you ever noticed that whenever you walk into a McDonald’s, the French fry machine is always to your left? 

This is because McDonald’s created a system. They have determined that the most efficient way to set up a kitchen is to always have the French fry machine on the left when you walk in.

You can do the same thing and just adapt it to your business.

Let’s say that you know that your most productive salespeople are making the most sales between the hours of 3 and 7 pm. If the other salespeople are working from 9 am to 4 pm, you can potentially increase productivity through something as simple as adjusting the workday.

Knowing how to measure productivity allows you to set up, monitor, and fine tune systems to maximize output.

4. Evaluate, Evaluate, Evaluate!

We’ve already touched on using these productivity numbers to evaluate and monitor your employees, but don’t forget to evaluate yourself using these same measurements.

If you have set up a system to track and measure employees’ performance, but you’re still not meeting goals, it may be time to look at your management style. After all, your management is a big part of the input side of our equation.

Are you more of a carrot or a stick type of manager? Maybe you can try being more of the opposite type to see if that changes productivity. Are you managing your employees as a group? Perhaps taking a more one-on-one approach would be a better way to utilize each individual’s strengths and weaknesses.

Just remember that you and your management style contribute directly to your employees’ productivity.

5. Use a Ratings Scale

Having clear and concise objectives for individual employees is a crucial part of any attempt to increase workplace productivity. Once you have set the goals or objectives, it’s important that your employees are given regular feedback regarding their progress.

Using a ratings scale is a good way to provide a standardized visual representation of progress. Using a scale of 1-5 or 1-10 is a good way to give clear and concise feedback on an individual basis.

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It’s also a good way to track long-term progress and growth in areas that need improvement.

6. Hire “Mystery Shoppers”

This is especially helpful in retail operations where customer service is critical. A mystery shopper can give feedback based on what a typical customer is likely to experience.

You can hire your own shopper, or there are firms that will provide them for you. No matter which route you choose, it’s important that the mystery shoppers have a standardized checklist for their evaluation.

You can request evaluations for your employees friendliness, how long it took to greet the shopper, employees’ knowledge of the products or services, and just about anything else that’s important to a retail operation.

7. Offer Feedback Forms

Using a feedback form is a great way to get direct input from existing customers. There are just a couple of things to keep in mind when using feedback forms.

First, keep the form short, 2-3 questions max with a space for any additional comments. Asking people to fill out a long form with lots of questions will significantly reduce the amount of information you receive.

Secondly, be aware that customers are much more likely to submit feedback forms when they are unhappy or have a complaint than when they are satisfied.

You can offset this tendency by asking everyone to take the survey at the end of their interaction. This will increase compliance and give you a broader range of customer experiences, which will help as you’re learning how to measure productivity.

8. Track Cost Effectiveness

This is a great metric to have, especially if your employees have some discretion over their budgets. You can track how much each person spends and how they spend it against their productivity.

Again, this one is easy to plug into the equation: Productivity = amount of money brought in ÷ amount of money spent.

Having this information is very useful in forecasting expenses and estimating budgets.

9. Use Self-Evaluations

Asking your staff to do self evaluations can be a win-win for everyone. Studies have shown that when employees feel that they are involved and their input is taken seriously, morale improves. And as we all know, high employee morale translates into higher productivity.

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Using self-evaluations is also a good way to make sure that the employees and employers goals are in alignment.

10. Monitor Time Management

This is the number one killer of productivity in the workplace. Time spent browsing the internet, playing games, checking email, and making personal calls all contribute to lower productivity[1].

Time Management Tips to Improve Productivity

    The trick is to limit these activities without becoming overbearing and affecting morale. Studies have shown that most people will adhere to rules that they feel are fair and applied to everyone equally.

    While ideally, we may think that none of these activities should be done on company time, employees will almost certainly have a different opinion. From a productivity standpoint, it is best to have policies and rules that are seen as fair to both sides as you’re learning how to measure productivity.

    11. Analyze New Customer Acquisition

    We’ve all heard the phrase that “It’s more expensive to get a new customer than it is to keep an existing one.” And while that is very true, in order for your business to keep growing, you will need to continually add new customers.

    Knowing how to measure productivity via new customer acquisition will make sure that your marketing dollars are being spent in the most efficient way possible. This is another metric that’s easy to plug into the formula: Productivity = number of new customers ÷ amount of money spent to acquire those customers.

    For example, if you run any kind of advertising campaign, you can compare results and base your future spending accordingly.

    Let’s say that your total advertising budget is $3,000. You put $2,000 into television ads, $700 into radio ads, and $300 into print ads. When you track the results, you find that your television ad produced 50 new customers, your radio ad produced 15 new customers, and your print ad produced 9 new customers.

    Let’s plug those numbers into our equation. Television produced 50 new customers at a cost of $2,000 (50 ÷ 2000 = .025, or a productivity rate of 2.5%). The radio ads produced 15 new customers and cost $700 (15 ÷ 700 = .022, or a 2.2% productivity rate). Print ads brought in 9 new customers and cost $300 (9 ÷ 300 = .03, or a 3% return on productivity).

    From this analysis, it is clear that you would be getting the biggest bang for your advertising dollar using print ads.

    12. Utilize Peer Feedback

    This is especially useful when people who work in teams or groups. While self-assessments can be very useful, the average person is notoriously bad at assessing their own abilities.

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    Just ask a room full of people how many consider themselves to be an above average driver and you’ll see 70% of the hands go up[2]! Now we clearly know that in reality about 25% of drivers are below average, 25% are above average, and 50% are average.

    Are all these people lying? No, they just don’t have an accurate assessment of their own abilities.

    It’s the same in the workplace. Using peer feedback will often provide a more accurate assessment of a person’s ability than a self-assessment would.

    13. Encourage Innovation and Don’t Penalize Failure

    When it comes to productivity, encouraging employee input and adopting their ideas can be a great way to boost productivity. Just make sure that any changes you adopt translate into higher productivity.

    Let’s say that someone comes to you requesting an entertainment budget so that they can take potential customers golfing or out to dinner. By utilizing simple productivity metrics, you can easily produce a cost benefit analysis and either expand the program to the rest of the sales team, or terminate it completely.

    Either way, you have gained valuable knowledge and boosted morale by including employees in the decision-making process.

    14. Use an External Evaluator

    Using an external evaluator is the pinnacle of objective evaluations. Firms that provide professional evaluations use highly trained personnel that even specialize in specific industries.

    They will design a complete analysis of your business’ productivity level. In their final report, they will offer suggestions and recommendations on how to improve productivity.

    While the benefits of a professional evaluation are many, their costs make them prohibitive for most businesses.

    Final Thoughts

    These are just a few of the things you can do when learning how to measure productivity. Some may work for your particular situation, and some may not.

    The most important thing to remember when deciding how to track productivity is to choose a method consistent with your goals. Once you’ve decided on that, it’s just a matter of continuously monitoring your progress, making minor adjustments, and analyzing the results of those adjustments.

    The business world is changing fast, and having the right tools to track and monitor your productivity can give you the edge over your competition.

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    Featured photo credit: William Iven via unsplash.com

    Reference

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