- Bob goes to his office.
- "I'm feeling productive today! WOOOOHOOOO!" he tells his baadddd self.
In the past, upon entering his office:
- When he's surfed the Internet, his productivity dropped.
- When he's started working immediately, he became freakishly productive throughout the day.
Today, he's thinking:
- HEY! I'll surf the Internet AND be very productive.
So, he surfs the Internet upon entering the office before doing any work.
He's not productive throughout the day.
He repeats the same habit tomorrow, thinking TODAY WILL BE DIFFERENT, but he suffers from the same results he's experienced in the past:
- When he chooses to surf the Internet as his first task, his productivity drops.
That is, he is statistically more likely to drain his productivity by choosing to surf the Internet as his first task than to start working immediately.
- We don't know what will happen in the future.
- But, we can choose actions that statistically favor the future we're seeking.
For instance, if an NFL coach knows that the opposing football team has a weak defensive line, and his team has one last play to gain 3 yards to win the game, he should choose to run the ball than throw because his team is statistically more likely to gain those 3 yards running than throwing.
You + Sales Example
- You've closed business 80% of the time doing X.
- You've closed business 60% of the time doing Y.
All other things being equal, you're likelier to close more future business doing X than doing Y, so you should keep doing X whenever possible.
Without a drastic change to something, results from your daily decisions will stay fairly consistent.
If Bob wants to get more things done, he should choose to work immediately over surfing the Internet when he enters his office because he's historically been more productive doing the former over the latter.
Do what statistically favors the results you want.