Traction: Get a Grip on Your Business

by Gino Wickman

The entire system is built around how people really operate: • The 90-Day World stems from the reality that humans can only focus that long. • The To-Do List in the weekly meeting is designed to ensure accountability. When people know someone is going to check up on what they committed to, they do it. • The V/TO is designed to get your vision out of your head and into the heads of others using a simplified approach of answering only eight questions. This makes it easier for people to see. When they can see it, they will believe it and it’s more likely to happen. • Data forces you to give people numbers so you can measure achievement. People relate to numbers because measuring is a natural human tendency. It creates a benchmark. If you create a culture in your sales department of attending two prospect appointments a week, people will strive to hit that mark. Setting measurable targets will direct their activity. • Core values go to the heart of human nature. Like attracts like. People who are like-minded work well with each other. Different people have different values, but when you meet someone who has yours, there is an instant fit. • The Meeting Pulse forces people to “keep the circles connected,” as Sam Cupp would say. People need to stay connected. The saying “Out of sight, out of mind” is true in any company. If you don’t stay connected, you’re going to start to stray and people will start to work at cross-purposes. • The Issues Sol...

Key EOS human nature