When I say most people aren’t going after the right outcome, I usually get the same response: “That doesn’t apply to me. I know what I want.”

But in 90% of the turnarounds I’ve led as a top sales leadership consultant and keynote speaker, the first breakthrough didn’t come from doing more. It came from realizing they were chasing the wrong outcome—not because they weren’t smart, but because they were chasing outcomes shaped by the world as it WAS, not as it COULD BE.

They didn’t shoot big enough. They conformed to the rules instead of rewriting them.

Here’s an example. You may have heard me talk about a multinational chemical manufacturer who brought me in to help win a major contract. But today, I want to share the magic moment—the conversation that changed everything.

When I asked them, “What do you want to achieve from my intervention?” they said they wanted to win the bid.
To most, that sounds reasonable. But I knew that answer came from habit—from what they believed was possible. So I pushed back.

“You saved this industry from going bankrupt,” I said. “You created a product that cut in half the cost of mining copper. Why are you still playing by the old rules?”

I asked again, “What do you really want?”

That’s when the truth surfaced.

“Why do we have to win the bid every three years?” they said. “We saved this industry.”

Now we had something real.

They shifted from “we want to win a bid” to “we want to negotiate a 10-year deal for 75% of their demand at a premium value-add price.”

And that’s exactly what they did—a $200 million transformation, just by starting with the right outcome.

Don’t assume you’re already chasing the right goal. Ask yourself: “Is this what I really want—or what the world trained me to settle for?”

Because that’s the real power of the Velocity Mindset.

If you are ready to break free from outdated goals and accelerate results that actually move the needle, let’s talk. I have helped sales leaders on six continents get what they want—faster—by aligning their teams around the right outcomes and eliminating the drag of conventional thinking. Schedule a free Velocity Mindset® call today, and let’s uncover what’s really possible for you, your team, and your bottom line. One conversation can change everything. https://calendly.com/ronkarr/30min

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