An outcome is a goal that you develop in such a way that conforms to your subconscious mind. A goal is usually quite general, whereas an outcome is specific to the individual and provides a very clear understanding of what to do. The structure of an outcome should activate our personal resources in such a way that it becomes actionable.

Let’s say you have a team and in the majority they are pretty successful with sales. They are all doing ok and you can see that their skills are developing progressively. However, there is one member of the team that is not on board with the concept. They are disruptive, they complain, they challenge every product by comparing it negatively against competitors and they do their utmost to undermine the process at every opportunity.

Achieving sales success is crucial to every business, after all sales is the only revenue generating function within a company, everything else costs money. So what do we do to ensure that our key players in the sales arena are doing all they can to develop this most important of areas?

Poems and stories can provide powerful metaphors in training, particularly when you are trying to get a motivational point across. If you think about the things you remember from your past education, you will probably note that most of them have come from rhymes or stories of some kind. I mean how did you learn to say your A,B,C's? I bet you're even saying the rhyme in your head right now!