This phrase connects us with the fundamental value of The Law of Causality in Leadership.
We often see managers obsessing over spreadsheets, KPIs, and end-of-month targets, demanding "better numbers." However, staring at the scoreboard doesn't change the score. This quote reveals a crucial management truth: you cannot manage an outcome directly. A result is a historical fact—it has already happened. To change the future, you must stop looking at the destination and start refining the steps taken today.
Here is why you must shift your focus from the goal to the grind:
1. Results are Lag Measures; Activities are Lead Measures Managing by results is like driving while looking only in the rearview mirror.
Results (revenue, profit) tell you what happened. They are the effect.
Activities (calls made, defects fixed, meetings held) predict what will happen. They are the cause. A wise manager focuses on the behaviors that are predictive and influenceable.
2. The Illusion of Direct Control You cannot force a customer to buy (result), but you can train your team to execute a flawless sales process (activity).
When you try to "manage results," you create anxiety because you are asking people to control things outside their grasp.
When you manage the process, you empower your team with actionable tasks they can actually execute and improve upon right now.
3. Reliability over Luck Anyone can get a good result once by accident.
Focusing on the result allows for "lucky shots" that aren't repeatable.
Focusing on the process builds a system. If the activity is correct and consistent, the success becomes predictable and scalable, not just a one-time fluke.
The Golden Rule: "Take care of the inputs, and the outputs will take care of themselves."