Providing Peace of Mind Through the BAT Success Triangle
If you are like me, at the end of a workday you often feel stress, anxiety, and doubt about your lack of results produced during the day. This negative attitude is then carried into the next day, and any confidence is shot by the time I wake up. In the late 20th century, David Sandler, author of “You Can’t Teach a Kid to Ride a Bike at a Seminar” and founder of Sandler Training which is a training company for sales professionals, developed the BAT Success Triangle, geared towards providing peace of mind to the working professional by identifying success in the daily efforts in the workplace, even when direct results are not immediately present. The three guiding principles are as follows: behavior, attitude, and technique.
“You cannot manage results, only behavior.”
David Sandler has a saying; “You cannot manage results, only behavior.” The idea is to stop focusing on results. Rather, identify the behaviors leading to success within your profession and do them! For a student, success may mean getting an A on an exam, so the proper behavior to receive the A is to study, not be concerned about the exam itself. For the sales professional, success often means reaching a quarterly or yearly quota. The behavior leading to that success is calling on potential clients, meeting, and providing solutions with the implementation of their product. The student cannot control how the exam will be written. Likewise, the sales professional cannot ultimately control the decision of a potential client. Focus on daily implementation of the behaviors leading to success, and do them. It is also important to track your behaviors daily. This allows you to set daily behavior goals that when completed, bring peace of mind, even when immediate results are not present.
It is often said that attitude is the foundation of the three guiding principles, and I agree. One method of tracking proper attitude for a working professional is to implement the I/R theory, or Identity/Role Theory. The I/R theory separates the individual’s identity from their professional role. As human beings, Sandler argued that we are created with inherent value. Meaning, no matter what happens in our professional life, our inherent value makes us a 10/10. Perhaps at the end of our workday, our role has produced a 3/10 based on factors we may or may not have had control over. When we allow our professional role to become our primary identity, our anxiety levels will often fluctuate based upon matters that are beyond our control.
This leads to our final category of technique. There are some cocky professionals who immediately move this category as the number one criterion for success in the professional world. We have all seen those who have natural gifts without discipline and a positive attitude who ultimately do not last in their profession. Technique comes with time, and should not be separated from having a positive attitude and consistent behavior. The technique is often the most intimidating of the three because we look at others within our profession and notice that they have better techniques than we do. Ask yourself, how did they get that way? Maybe, they are a natural! Most often, however, it is because they practiced the same behaviors you have identified and mastered with daily repetition over time.
The BAT Success Triangle equation to daily peace of mind is to focus on the areas of our professional life we can control. Once they are controlled, the cycle to success is repetition. A good attitude leads to proper behaviors, which leads to improved techniques which lead to peace of mind through daily improvement.
“You Can’t Teach a Kid to Ride a Bike at a Seminar” by David Sandler, https://www.sandler.com/david-sandler/
This article was written by Bobby High with Rupert Landscaping, as a part of the XCEL Committee's goal to provide regular, educational, posts for TAA's blog.