Hitting the Mark

Remember last week, I mentioned Michelangelo who said: “The greater danger for most of us is not that our aim is too high and we miss it, but that it is too low and we hit it.” This guy really knew what he was talking about and thank God he always aimed to heaven. I think that it’s pretty true that our society and culture always benefit from the merits of those that succeed in a grand way. Great discoveries, inventions, art and profound insights and teachings are all manifested by individuals that chose like Michelangelo, to aim high. So why is it that we often set our sights too low? Is it a fear, a preconditioning, lack of knowledge or just plain laziness? I don’t know for sure actually, but in my experience, I’ve found that what holds most people back is simply a lack of focus.

Years ago our agency worked for an international company that had decided to expand and consequently introduced a number of different products into the market. This expansion put a great deal of pressure on the entire operation, especially the global sales force which had to learn about so many different and new products that they literally had no time to sell. The company was committed but internally there was lots of complaining and second guessing that perhaps the leadership was spreading resources a bit too thin. So when the annual sales meeting brought the management and reps together from around the world for a pep talk from the top guy, almost everyone was wondering if the expansion strategy would be abandoned. Most were encouraged by the theme of the conference: Pin-point Focus 1999.

The keynote speaker, the Chairman, was scheduled on the last day of the 3 day conference. Meanwhile for the first two days I had only witnessed the rumblings of lost sales, lost customers and too much to sell criticism emanating throughout the 1200 member sales organization. By day 3, everyone, I mean every person I met and talked with, was hopeful and assumed that an announcement would be made that would refocus the efforts on the core products which had always delivered huge profits. I sat in the back of the auditorium and watched people file in and listened to the buzz and anticipation of a speech which I felt would set the tone for getting us back on track. As the chairman stood behind the podium, a huge graphic depicting an arrow hitting a bulls-eye was illuminated behind him on stage.
The words of the Chairman were deliberate and poignant. He said he was disappointed in the results so far but was encouraged that a new strategy to help the organization overcome the pitfalls of multiple product launches would get us back on track. So far, so good, and I could sense a feeling of lightness permeate over the audience as we all anticipated his call to clarity and focus. Not. His next words reminded me of the final scene in the movie Bonnie and Clyde where in slow motion you see the stars being riddled with bullets. Everyone was grasping their chest as if they had been shot thru the heart as he stated that yes we are going to focus by directing our attention to (product 1) and (product 2) and (product 3) and literally up to product 23, all with the straightest face and cocksureness of the captain of the Titanic. The team immediately sprang into action and began rearranging the deck chairs.

Focus is a component of vision and as such is a function of setting priorities and goals with a well defined and very specific outcome in mind. The “in mind” part seems to me to be the most critical. Seeing the target, wanting to hit the mark and acquiring the tools and knowledge to get there is how greatness is achieved. But how? Michelangelo also said that a man paints with his brains not with his hands, and I think that one can easily extend this concept to mean that everything is created with our brains. That is to say if you can think it, you can do it. Thoughts create things.

Thinking about whatever it is that you really really want in life is like picking up a bow and arrow. The act of simply putting it in your hands is a positive step in hitting the target. Then you must load the arrow (much like all of your experience and knowledge you have) and pull back on the string. Slowly pulling the bow back takes energy and strength and it gives you time to think and focus on the target. The pressure to get the arrow to its critical launching point can be tense, but calling on your resolve and dreams allows you to get to the maximum torque. Once pulled back to the max, you hold it, take a long breath, and as you look out over the tip of the arrow the target becomes huge. You’re ready, and you let it fly and in one split second all of the energy you invested is returned – you’re there. Aim high.

From the Book of Szen