(If you have stumbled across this post, you have found me blogging my upcoming book “Getting to Did: How To Lose Your Big But and Live a Life Without Regret.” In the last installment, Sam learned about Looking to the Future. If you need to catch up on the whole book, you can start with “Sam’s Crumbling World” which has an index of all the posts or you can follow the successive links.)

Accept No Excuses

“Alright we have talked about PASSION and LOOKING TO THE FUTURE. Now you must learn to ACCEPT NO EXCUSES,” the COACH began again. “Even the best laid plans get old from time to time and you just don’t want to follow through. This is an agreement issue. You have agreed to and committed yourself to a course of action. You must ACCEPT NO EXCUSES until you have followed through. We have to realize just about everything we do is a choice. You did not have to come here today; you chose to. You did not have to work your job for all those years; you chose to. You do not have to do anything about your situation right now; you are choosing to. EXCUSES are nothing more than blaming something or someone for our carelessness or wrong choices.

“Think of a few excuses you’ve made when you didn’t pull through like you were supposed to. Have you ever excused yourself for not coming through on a project by saying, ‘I’m sorry, I just didn’t have enough time’? What would you have said if the person questioning you had asked, ‘What did you spend your time doing instead of working on this project? Did you keep up with your favorite television show?’ Or have you ever fallen short and responded, ‘I’m sorry, I just forgot’? Why didn’t you act on it immediately or write it down? Do not tolerate EXCUSES from yourself. Listen, I’m not saying be a tyrant to everyone else. I’m telling you to hold yourself to higher standards and ACCEPT NO EXCUSES.”

Sam jumped in, “But aren’t there times when you really have a good EXCUSE?”

“No, there are never good EXCUSES. There are, at times, good REASONS. There is a difference. In a game, if one of my receivers gets the ball in his hands and drops it, he will be running laps. I ACCEPT NO EXCUSES for that. I don’t want to hear how wet the ball was or how he was distracted or how he forgot what pattern he was running. Those are all EXCUSES. I want to hear he caught the ball. On the other hand, if the quarterback throws it wild or if the defense just makes a good play, I don’t hold that over my receivers’ heads. Those are REASONS. Sometimes my team just gets outplayed on the field. If the other team’s defense was just making all the right moves and their offense was working tight, I can handle getting beat. That is a REASON for losing. On the other hand, if my guys were sloppy and not putting forth their best effort out there on the field, everything they will say in the locker room afterwards is just an EXCUSE. I don’t tolerate that sort of behavior from my football team or myself.

“There is another aspect of ACCEPT NO EXCUSES. No matter how much you plan, prepare and protect yourself, there are going to be some failures. I’m sure one of the others already told you this, however, the only people who never fail are the ones who don’t try anything. ACCEPT NO EXCUSES means when you fail you don’t duck out on your responsibilities. You don’t make up lame excuses to explain away your failure. Take a good long hard look at what you did and what obstacles you faced. Then find the REASONS you failed and try again, working to overcome those REASONS.  Use your failures as a springboard for future successes.

“At the same time, don’t think that ACCEPT NO EXCUSES means you have to beat yourself up every time you make a mistake. I remember one time when I learned I was doing this to myself. I missed a turn and the first thing out of my mouth was, ‘You idiot!’ But it struck me. I wasn’t an idiot. I’m actually a pretty smart guy. I just had my mind on other things and missed my turn. I did what all humans do. I made a mistake. Here was the great thing. I learned that day to make a u-turn and learn from my mistake to do better the next time. I ACCEPTED NO EXCUSES. I didn’t try to blame anyone else or anything else. I owned my own mistake and learned from it to do better the next time.

“If you’re going to COACH for very long, you have to do this. When I lose a game, I don’t get to say, ‘That’s it, I’m never playing that team again.’ In fact, I may have to play them again this year. That means I get out the video and go over the game, play by play, looking for mistakes and weaknesses. At the same time, I look for what worked. In other words, I find the REASONS we lost in order to fix what is broken before we play that team again. I ACCEPT NO EXCUSES. I certainly discipline my team for sloppy play, but I don’t beat them up or call them names for making mistakes. I encourage us all to own our responsibilities, to learn from the mistakes and move on.

“I imagine you encountered the need for this philosophy time and again in the sales world.”

“You know it. If there was ever anything that clued me in to know someone wasn’t going to cut it as a salesman, it was how they handled rejection,” Sam explained. “Some viewed it as a springboard, a place to learn. Some took it personally, thinking it meant they were failures. I’ll tell you what though, my best salesmen did not just use their failures as learning experiences. They would even review their successes with their co-workers and supervisors, looking at what worked and what may have almost been a hindrance.”

“You’re two steps ahead of me, Sam. If you’re going to grow, don’t just look at your failures, examine your successes. Is there anything you can do to make it work more smoothly? Was there something different about this team or that customer that made this approach work when it didn’t or wouldn’t work another time? Either way, you’re always working to rule out EXCUSES. You can’t Make the PLAY if you are always making EXCUSES for why you’re not making it, won’t make it or didn’t make it.

“This really cuts to the heart of the COULDAS, SHOULDAS and WOULDAS and your big BUTS. When we find ourselves saying those, we are usually making EXCUSES.”

“Now you’re making me feel small. I don’t know how many EXCUSES I’ve accepted throughout my life. When you put it like this, it makes perfect sense. I’m going to work on that,” Sam said thoughtfully. “Where’s my homework on this one?”

(Make sure you come back next week when the COACH teaches Sam about Yes Men.)

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