If you want better results than you are generating now, you have to pay for them in advance. Paying for them means first improving yourself. If you’re going to do more, have more, and contribute more, you have to start with being more than you are now. You have to grow, and you have to improve until you become someone capable of producing better results.Getting Things BackwardsEverybody wants. They want more money. They want better results. They want to advance in their career. They want a great life outside of work. But mostly they want these things without having to change who they are and what they are doing. If wanting were enough, everyone would already have there every wish and hope and dream.Wanting, wishing, hoping, and dreaming isn’t enough to give you the results you want. The result doesn’t come before the effort, and the effort isn’t usually effective before the growth that allows one to take sufficient action in pursuit of their desired results. Wanting, wishing, hoping, and dreaming requires nothing from you. Results, success, the attainment of your goals all require more—much more—starting with you becoming a person capable of the effective action necessary to produce the results you want.Professional Development is PersonalWhen you are working on developing yourself personally, you are developing yourself professionally. Whatever you do as it pertains to your professional development also spills over into your personal life. How could it be otherwise? There is only one “you,” and the “you” at work is the same “you” at home.For most of human history, people believed that you grew as much as you need to—and as much as was possible—by the age of around 18 years old. Robert Keegan’s work has proven otherwise; we continue to grow throughout our lives—and we are all pure potential, which brings me to one of my core beliefs that no human has ever reached their full potential, not DaVinci, not Einstein, not me, and not you.Without knowing how accurate the stat is, they say some meager percentage of the population every reads a book after high school, and a small number reads after college. I do know, however, that most people do very little to improve their competencies when it comes to their profession—including salespeople.Your primary directive must be to grow and evolve, leaving what you are now to become the person that comes after who you are now.The First Order of BusinessYour first order of business must be becoming an expert. You have to acquire and develop your skills. You are not going to produce the result of a professional when your competency is that of an amateur. You are not going to match the expert when you have the skills of a novice. If you want big-time success, you have to develop big-time competencies.The time you work in a role is not a real indication as to your competency. The 10,000 hour doesn’t suggest that the famous number is proof of positive of expertise. Instead, Ericsson’s theory is that it takes 10,000 hours of deliberate practice, practice so intense that after a couple of hours of work, you need to rest. Deliberate practice means working on something until you perfect it. When was the last time you worked so hard on some competency that you need a nap?If you work in sales, you need competencies in many different areas, many of which you will find in The Only Sales Guide You’ll Ever Need, starting with your mindset, with Self-Discipline, Optimism, Caring, Competitiveness, Resourcefulness, Persistence, Initiative, Communication, and Accountability. The reason these attributes (or character traits) come first is that they are what is necessary to becoming someone worth buying from in the first place. At the same time, you also need to be competent in the skills of sales: Closing, Prospecting, Storytelling, Diagnosing, Negotiating, Business Acumen, Change Management, and Leadership. Learn Anthony’s core strategies & tactics for sales success at any level with The Only Sales Guide You’ll Ever NeedI put a reading list at the end of every chapter in that book so readers could get additional help in developing these competencies. The two books that followed both focused on skills, with The Lost Art of Closing focused on commitment-gaining, and Eat Their Lunch devoted to making business acumen practical and tactical, so you can displace your competitors and steal your dream client away.Build a PlanIf there is some area where you need to improve your competency, pick up three books on the subject, read them all, take notes on the author’s beliefs and the actions they suggest you take. Make a list of things you will do differently after studying the topic and stick with it long enough to improve in that area.With the advent of the internet, there is no end of courses and training available to you at a lower cost than ever, especially since you can take them without having to travel and at your own pace. If you are not enrolled in a program now, find something you want to learn and get started. Start applying what you learn.Competency only follows action. Reading a book and not acting on what you learned is the same as not having read the book. Taking a course without applying what you are learning is the same as not taking the course at all, expect you will have wasted your time and money, leaving you no better than you were—and maybe worse off.High PerformanceThe best performers in any human endeavor are the ones with the highest competency, experts, if you will. There are a few with natural attributes and talents, those who were born to do something, but most of them developed themselves in the quiet hours of the day when it was dark outside, and everyone else was sleeping.You don’t see people doing the work of developing the competency you admire; you only see the result. A result this also available to you, should you decide to do the work to acquire it. Get the Free eBook! Want to master cold calling? Download my free eBook! Many would have you believe that cold calling is dead, but the successful have no fear of the phone; they use it to outproduce their competitors. Download Now
Self-medication is not new to India. A 2015 survey conducted by Lybrate among 20,000 people across 10 cities showed that 52% of people practised self-medication. But the country lacks a well-defined regulation for over the counter (OTC) medicines, important for patient safety. The government is in the process of finalising an OTC drug policy, which may bring more clarity on the drugs that a wider population can access. The Organisation of Pharmaceutical Producers of India (OPPI), a body of multinational drug companies, has worked with the government over the past one year by providing inputs to the draft of the OTC policy.The Hindu spoke to OPPI president Annaswamy Vaidheesh about the need for such guidelines and the changes they will bring about in healthcare.What role did OPPI play in creating the OTC policy draft?We brought experts together to help develop the guidelines. We also invited companies like Cipla, Glenmark, Sun Pharma and others who are not members of OPPI, but their inputs were valuable. Additionally, we got international experts to bring in perspective. The government has hailed the inputs and is seriously considering taking them forward. We have looked at the best practices in various economies and highlighted what we can take from them, the kind of drugs that should be included in the OTC list and the ones that should not.How will an OTC policy help?First of all, when you widen access to OTC drugs, it automatically releases the government’s time and resources, which can be focussed on drugs that need to be stringently prescribed. We are saying that drugs that are known to have negligible side effects and don’t require much explanation can be classified as OTC so that access to them becomes easy and wide. These drugs can be made easily accessible in small towns as well. The idea is to make sure that the right product rests in the right place. Society has learnt that OTC medicines are those that don’t have major side effects but help improve health. Many countries have brought more products under the OTC category to focus on drugs that need to be strictly regulated.We also face the threat of antibiotics resistance. Will bringing more drugs under the OTC category lead to overuse or misuse? An antibiotic is a drug meant to treat a bacterial infection. But people who have viral infections, fever and so on are taking antibiotics, causing the resistance. However, when drugs for common viral infections, sore throat, acidity, indigestion, nausea, vomiting, stomach pain, injury, cuts, wounds, burns, acne etc are made available under OTC, people will get access to the right medication. Many people are using such drugs without prescription anyway. But an OTC policy will improve access to drugs that are okay to be sold as OTC and restrict access to other drugs. Besides antibiotic resistance, steroid use is also a big problem. There are people who use steroid creams for skin whitening. But we are working with the government to spread awareness about the responsible use of antibiotics and steroids.What stage is the policy in?The submission has gone; we have crossed three-fourths of the passage. The government may take six months or a year. It is in the process of finetuning it and converting it into a legislation.