A plan is prepared for the purpose of execution. Preparing a
plan is one part of the equation and execution completes the essence of the
plan. In preparing a plan, the aspect of execution is a major factor
considered. Can it be executed by the manager or the organization it is
intended for use? The Pareto Principle applies as well in Planning wherein 70%
of the energy must be devoted to the Planning Process to ensure victory before
actual operation. Thus when there is a need to materialize the 70%, the mental,
psychological, emotional and mental aspect must be thoroughly exhausted.
The physical aspect of a plan is the resources and the
physical person combined for the
operation. Vital in every operation is a grounded assessment of the level of
performance a resource can produce wherein it is hardly wise to expect more
sales from a motor van than an L300 Van; More so to expect more productivity on
the first month of a rookie than a veteran salesman with a keen knowledge of
the territory and high level of competence in tactical aspect of the industry.
In the venture of a bold and ambitious enterprise where we
involve ourselves in the extraordinary, beyond the normal course of things and
the regular eventuality of the natural function of life, we construct a plan
with mental, psychological and emotional preparedness. In the absence of
perfection, we can only aspire for excellence and appeal to the god inside each
of us. Wherein in the absence of a perfect plan, we prepare the best course of
action with contingencies and combine it with an emotional commitment supported
with a psychological mindset that will sustain our rigors amidst the “frictions
of war” – natural, human, operational setbacks.
A psychological mindset characterized by maturity, positive
disposition, results orientation and passion for excellence. Maturity in
accepting the natural course of things that setbacks and problems is part of
the game. A positive disposition to persist in finding solutions in once
predicament; to be roused rather than discouraged by setbacks. Results orientation
in remaining steadfast and faithful to your objective despite the rain and the
challenge of a hard customer. Ad astra
per aspera – to aspire for the stars despite adversities that comes your
way.
In the chaos of operation and the fogs of war, the need for
a certain level of intellect is required. Such that despite the chaos, one must
have a mental capacity for steadiness where decision making is a vital function
of operation – a wrong decision can change the tides of war. A classic case which is a perennial problem
in Key Accounts Operation is the decision of a salesman to assign the
“suggested order” process to a merchandiser.
An innocent decision which has a tremendous impacts on distribution
operation. Another case would be a decision of salesman to prepare a Callsheet
at the office versus standard of preparing it during call. Probably, a tendency
of manana habit or others would refer
to it as procrastination. Robert Sternberg in his material Sources of Failure
refers to it as Failure to translates
thoughts into action when a salesman knows a standardand yet does not act
on it. A behavior demonstrated by a
Salesman in foregoing a Sales Admin requirement would result to a breakdown in
the Account Management Business Process. This manifests Lack of Will and Lack
of Initiative in surpassing the status quo.
There seem to be a need to short circuit the emotional
framework of a human subject to manage behaviors prevailing in an individual
not aligned to the values required in Operations or organization. Either self
initiated or thru external means, the process would ensure the survival of the
individual in the organization wherein thru time certain virtues where
identified that contributes to the survival of the organization . External
means are demonstrated in a PMA plebe recruitment and training program wherein
the values of the Organization is oriented in the individual for the purpose of
inculturation. Though executed differently in a civilian
organization, the principle is the same. Habits, values and behaviors will have
to be unlearned and learned which will require a certain level of intellect for
the individual to decide favorably to his survival. Thru patient coaching and
counseling, the culture is revealed to the individual.
“When the going gets rough, on the tough ones gets going”
the saying goes. Divine in every human being is our capacity for passion, for
emotion. When everything has been exhausted in us – physically, mentally,
psychologically – there remains the last human straw of emotion. An intense of
emotion or passion has sustained great men in their areas of interest.
Michaelangelo’s passion for the arts. Longfellow’s passion for poetry.
Gokongwei’s passion for business. Patton’s Passion for victory in Europe.
Hannibal’s passion for the conquest of Rome. Rizal’s Passion for his country.
Henry Sy’s passion for retail. Sun Tzu and Clausewit’z passion for warfare.
When all else has been exhausted, there remains the human emotion that over
powers all else.
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