Page 35 - How to Drive the Bottom Line with People

Introduction

I had reached the point where I was sitting on the
bucket instead of putting rocks in it when my grand-

father saw me from a distance and made his way to
the garden gate. “You’re not making much progress,
sonny boy,” he said. He was right. I had barely made

a dent in the number of rocks in the garden. I
responded truthfully, “I’m bored, and I don’t like pick-
ing up rocks.”
Then something special happened.
He said, “Let me ask you a few questions. What do

you like?”
“Sports,” I said.
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He continued, “Do you like basketball?” =

I perked up. “I love basketball!”
He said, “Let me ask you something. This bucket
you have here is about the same size as a basketball
hoop, right?”
“Yes, sir,” I answered.

“What if this bucket was a basketball hoop and
these rocks were basketballs. How many baskets do
you think you could make in thirty minutes?”

I picked up a small rock and executed a little jump
shot, and the rock landed in the center of the bucket.
“Whoosh,” I exclaimed.
Then he said, “Can you do a hook shot?”