Lots of folks excel at talking a big game. They have grand ideas, offer guaranteed solutions to your problems, and promise remarkable results. However, when it comes to delivering on those promises, only a few truly walk the talk. As leaders, it is crucial to differentiate between those who are, as they say in Texas, “all hat and no cattle,” and those with the determination to turn their words into tangible results.
Individuals who create a great impression may possess charisma and the ability to convince an audience of what should be done. But without the substance to back up the claims, their words are not worth much. Your team needs to include people who can deliver results. At Correct Craft, we often say, “It’s not how, but who.”
A few years ago, a gentleman, let’s call him Nate, left our company. Soon after leaving, Nate decided he wanted to rejoin us. Nate is a good guy, and his request would merit consideration under the right set of circumstances, but his strategy to get rehired consisted of reaching out to me with reasons why he can fix any problem we have. He is saying the right things but claiming a level of competence not demonstrated during his time working with us.
At Correct Craft, we highly encourage and respect team members who speak up to offer new ideas or new perspectives. This behavior is part of our culture and is a core value we embrace. We call it being “highly assertive-highly cooperative.” We do our best to appreciate and reward employees who are willing to speak up. But do we place value on people who failed to speak up until after they left? Not so much.
I shared Nate’s story recently with two of our high-potential leaders because I wanted them to understand that while they have a bright future, their future will not be determined based on what they say. It’s about the results they deliver.
In the pursuit of results, mindset plays a pivotal role. It is not enough to dream, plan and discuss ideas without taking concrete actions to bring them to fruition. Those who achieve remarkable feats are doers. They understand that mere effort or activity does not guarantee success. Instead, they prioritize delivering results, doing the necessary work and going the extra mile to make things happen. This mindset sets them apart from the rest.
To foster a culture of accountability and excellence, it is essential to focus not on rewarding effort or activity, but instead on celebrating tangible results. We often talk about being a “fighter pilot.” Just as a fighter pilot makes calculated decisions based on real-time information, leaders must assess individuals based on their track record of achievement, rather than on their ability to speak convincingly. By emphasizing results, we create an environment that encourages action and holds individuals accountable for their contributions.
A pitfall many leaders fall into is being a Monday-morning quarterback. It is easy, with hindsight, to critique decisions that other people made. Often, it feels good to point out what should have been done differently. However, true leaders understand that dwelling on the past and engaging in endless speculation does not lead to progress. Instead, even though it’s riskier, the true leaders focus on the present, making informed decisions and taking immediate action to drive positive outcomes. While we should learn from the past, particularly our own mistakes, we should not play the expert without feeling the game-day pressure.
And while action is essential, it must be coupled with good, strategic planning. Leaders who achieve meaningful results understand the value of setting clear goals, creating actionable plans and executing them diligently. They don’t rely solely on the power of spontaneity or reactiveness; instead, they combine these attributes with a structured approach that aligns their actions with a strategic vision. By marrying action with thoughtful planning, leaders can navigate challenges more effectively and achieve sustainable success.
In a world where talk is abundant and results are scarce, leaders must rise above the noise and demonstrate their ability to deliver. By rewarding results over activity, avoiding the trap of Monday morning quarterbacking and requiring substance over sizzle, leaders can create a culture that celebrates those who transform ideas into reality.
The book A Message to Garcia tells the inspiring story of a soldier who overcame tough odds to accomplish his mission just before the Spanish-American War. Richard Clarke, a recently retired four-star general, told me he asked everyone in his charge to read it. Check it out for some motivation to be more action than talk.
It is the doers, not the talkers, who leave a lasting impact on their organizations and the world around them. n
Bill Yeargin is president and CEO of Correct Craft. He has authored five books including the best-seller Education of a CEO.
This article was originally published in the October 2023 issue.
