“There are only two options regarding commitment. You’re either in or you’re out. There is no in-between.”
The Kinder Brothers describe leadership careers as a type of contest-living positions. They think that successful leaders constantly compete, and there is an inescapable scoreboard that tallies up the results.
Jack Kinder believes there are two concepts that need to be understood and brought into alignment to make the most of any contest-living sales job:
§WIT – What it Takes – What are the factors and actions that lead to success in the role?
§ WIG – What I Got – What I am prepared and willing to do to influence the outcome?
One of the key WIG factors is a full understanding of what it takes to be successful and a full, unequivocal commitment to following that approach.
You’re either in or you’re out. Half-measures in the world of commitment are nearly the same as no commitment at all – the end result will be very much the same. On the other hand, the leader who knows what it takes and wholeheartedly does it will be handsomely rewarded in the long-run.