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As an entrepreneur, you will have successes. It’s nice and it’s rewarding and it feels damn good.

But beware – it is also very seductive!

With the bank account looking flush, it is more than tempting to go out and reward yourself. A new computer sounds good (the old one is looking grubby) and a well-earned rest is definitely a must.

But know this – you are entering a danger zone.

One swallow does not make a summer and thinking that you can take a break is what will set you up for your next failure!

Look, we are only human beings. Our emotions rule us and leave us vulnerable.

But, hey, what’s wrong with vulnerability? It’s actually quite nice. It’s connecting.

What’s not connecting is disconnecting from your business. Have a break by all means but get back to work asap!

Taking a break is dangerous. It slows you down and evokes your procrastination muscle. This will create a predictable phase of famine.

If you have not found this out already then you are still in the kindergarten business development stage.

The sales budget/forecast is not the driver of the business – it’s the sales pipeline.

Those who manage the pipeline have emerged into the more mature entrepreneurial space.

This is no big deal – it simply puts reality clearly on the table.

The sales-pipeline mentality is a cognitive awareness that goes like this: If you stop your sales/marketing activity, the pipeline will develop a vacuum which will pop out in the not-too-distant future as an abrupt decrease in sales.

And this will not be immediately apparent. You might go along for a few weeks looking okay. The thing is that this activity was put into the pipeline some time ago.

Going away or breaking off to party a bit takes you away from filling the pipeline. The result is that your sales will come to an abrupt halt. This is the ugly face of the ‘vacuum’!

Furthermore, the pipeline now has to be refilled. Whilst this happening, current sales will dry up. It is this flat-line phase that could be particularly damaging if you allow it to.

The main thing is that you want to avoid the drama that plays out like this:

  • The economy is really bad – that’s why things are getting worse
  • I’m useless – I can’t run a business
  • Nothing I do ever works
  • Everything I do fails
  • I’ll never survive

The truth, though, is simply that the sales pipeline has dried up.

This drama is quite normal but, as it plays out, you will drain your emotional energy and exacerbate your decline.

Knowing that you are always at cause of your outcomes is the most effective entrepreneurial mind-set.

About the author:

Clive Kaplan is an internationally renowned executive and leadership coach, the GO-TO- GUY for aspiring professional executives and a SAICA registered CA(SA).

Please visit the website www.coach.greenmindcapital.co.za or contact Clive directly on: 

  • EMAIL: clive@greenmindcapital.co.za
  • CELL: 072-280-6878 (best to leave a SMS)

Clive believes that the CA(SA) qualification has international acclaim and is the best business degree available.

With over 25 years’ experience as an executive director in both listed and unlisted companies, Clive brings some interesting perspectives to the field of management. Having been involved at Director/Board level, he offers a wealth of wisdom on both the people and business front.

Clive is the CEO of THE GREEN MIND CAPITAL GROUP. The company focuses on assisting executives, especially emerging young CA’s, in maximising their potential and fast-tracking their careers.

Clive has been involved with coaching and self-development since 1994. His mix of years of practical executive experience coupled with his own personal self-development journey brings together a unique method of Transformation Coaching. He has hundreds of hours of one-on-one coaching to his credit.

You might be interested to visit his LinkedIn page https://www.linkedin.com/profile/preview?locale=en_US&trk=prof-0-sb-preview-primary-button and review past client recommendations.

Clive is a prolific writer on LinkedIn PULSE and has nearly 25,000 followers. He has written over 115 articles on various topics from financial management and operations to job search and confidence building. He is also the author of the winQs series (pronounced ‘winks’) which appears regularly on the LinkedIn network. 

Clive is also a voluntary mentor for ORT Jet and The Hope Factory, (a SAICA initiative). He also works closely with the More To Life Program.