35. Score the Performance
Performance is your reality. Forget everything else.
—Harold Geneen, CEO, ITT
Can you imagine playing a game in which you don’t know how it’s scored, or competing in front of judges, but you don’t know their criteria? And the judges are not going to tell you for a long time how you did. That would be a nightmare.
We sat in a meeting run by Megan, who was having a hard time motivating her team to hit the company’s expected goals.
“Exactly how are we doing right now?” her team member Clarence asked Megan from the end of the round table around which we were all sitting.
“Oh, I don’t know, Clarence,” said Megan. “I haven’t looked at the printout yet. I have a sense that we are doing pretty well this month, but I haven’t ...
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