0:00:00.760,0:00:04.776 Most of us go through life trying[br]to do our best at whatever we do, 0:00:04.800,0:00:07.376 whether it's our job, family, school, 0:00:07.400,0:00:08.600 or anything else. 0:00:09.240,0:00:11.040 I feel that way. I try my best. 0:00:11.920,0:00:14.816 But some time ago, I came to a realization 0:00:14.840,0:00:18.616 that I wasn't getting much better[br]at the things I cared most about, 0:00:18.640,0:00:21.816 whether it was being a husband or a friend 0:00:21.840,0:00:24.056 or a professional or teammate, 0:00:24.080,0:00:26.096 and I wasn't improving[br]much at those things 0:00:26.120,0:00:28.656 even though I was spending a lot of time 0:00:28.680,0:00:29.880 working hard at them. 0:00:31.200,0:00:34.576 I've since realized from conversations[br]I've had and from research 0:00:34.600,0:00:37.256 that this stagnation, despite hard work, 0:00:37.280,0:00:39.016 turns out to be pretty common. 0:00:39.040,0:00:41.896 So I'd like to share with you[br]some insights into why that is 0:00:41.920,0:00:43.444 and what we can all do about it. 0:00:44.160,0:00:46.656 What I've learned[br]is that the most effective people 0:00:46.680,0:00:48.656 and teams in any domain 0:00:48.680,0:00:50.320 do something we can all emulate. 0:00:51.000,0:00:55.056 They go through life deliberately[br]alternating between two zones: 0:00:55.080,0:00:57.160 the learning zone[br]and the performance zone. 0:00:58.160,0:01:00.816 The learning zone[br]is when our goal is to improve. 0:01:00.840,0:01:03.936 Then we do activities[br]designed for improvement, 0:01:03.960,0:01:06.416 concentrating on what[br]we haven't mastered yet, 0:01:06.440,0:01:08.896 which means we have to expect[br]to make mistakes, 0:01:08.920,0:01:10.720 knowing that we will learn from them. 0:01:11.160,0:01:14.896 That is very different from what we do[br]when we're in our performance zone, 0:01:14.920,0:01:19.216 which is when our goal is to do something[br]as best as we can, to execute. 0:01:19.240,0:01:21.856 Then we concentrate[br]on what we have already mastered 0:01:21.880,0:01:23.640 and we try to minimize mistakes. 0:01:24.840,0:01:27.256 Both of these zones[br]should be part of our lives, 0:01:27.280,0:01:30.536 but being clear about[br]when we want to be in each of them, 0:01:30.560,0:01:32.856 with what goal, focus, and expectations, 0:01:32.880,0:01:35.696 helps us better perform[br]and better improve. 0:01:35.720,0:01:38.656 The performance zone maximizes[br]our immediate performance, 0:01:38.680,0:01:40.776 while the learning zone[br]maximizes our growth 0:01:40.800,0:01:42.086 and our future performance. 0:01:43.320,0:01:45.376 The reason many of us don't improve much 0:01:45.400,0:01:47.136 despite our hard work 0:01:47.160,0:01:51.160 is that we tend to spend almost[br]all of our time in the performance zone. 0:01:51.880,0:01:53.256 This hinders our growth, 0:01:53.280,0:01:56.360 and ironically, over the long term,[br]also our performance. 0:01:58.040,0:02:00.000 So what does the learning zone look like? 0:02:00.760,0:02:02.776 Take Demosthenes, a political leader 0:02:02.800,0:02:05.640 and the greatest orator[br]and lawyer in ancient Greece. 0:02:06.240,0:02:09.895 To become great,[br]he didn't spend all his time 0:02:09.919,0:02:12.336 just being an orator or a lawyer, 0:02:12.360,0:02:14.536 which would be his performance zone. 0:02:14.560,0:02:17.180 But instead, he did activities[br]designed for improvement. 0:02:17.600,0:02:18.976 Of course, he studied a lot. 0:02:19.000,0:02:21.816 He studied law and philosophy[br]with guidance from mentors, 0:02:21.840,0:02:26.376 but he also realized that being a lawyer[br]involved persuading other people, 0:02:26.400,0:02:28.776 so he also studied great speeches 0:02:28.800,0:02:30.000 and acting. 0:02:30.640,0:02:34.936 To get rid of an odd habit he had[br]of involuntarily lifting his shoulder, 0:02:34.960,0:02:37.376 he practiced his speeches[br]in front of a mirror, 0:02:37.400,0:02:40.376 and he suspended a sword from the ceiling 0:02:40.400,0:02:42.136 so that if he raised his shoulder, 0:02:42.160,0:02:43.376 it would hurt. 0:02:43.400,0:02:45.016 (Laughter) 0:02:45.040,0:02:47.176 To speak more clearly despite a lisp, 0:02:47.200,0:02:50.040 he went through his speeches[br]with stones in his mouth. 0:02:50.840,0:02:52.216 He built an underground room 0:02:52.240,0:02:54.376 where he could practice[br]without interruptions 0:02:54.400,0:02:55.816 and not disturb other people, 0:02:55.840,0:02:57.976 and since courts at the time[br]were very noisy, 0:02:58.000,0:02:59.856 he also practiced by the ocean, 0:02:59.880,0:03:02.440 projecting his voice[br]above the roar of the waves. 0:03:03.400,0:03:05.096 His activities in the learning zone 0:03:05.120,0:03:07.616 were very different[br]from his activities in court, 0:03:07.640,0:03:08.920 his performance zone. 0:03:09.760,0:03:10.976 In the learning zone, 0:03:11.000,0:03:13.776 he did what Dr. Anders Ericsson[br]calls deliberate practice. 0:03:13.800,0:03:17.336 This involves breaking down[br]abilities into component skills, 0:03:17.360,0:03:20.256 being clear about what subskill[br]we're working to improve, 0:03:20.280,0:03:22.256 like keeping our shoulders down, 0:03:22.280,0:03:25.136 giving full concentration[br]to a high level of challenge 0:03:25.160,0:03:26.576 outside our comfort zone, 0:03:26.600,0:03:28.936 just beyond what we can currently do, 0:03:28.960,0:03:32.176 using frequent feedback[br]with repetition and adjustments, 0:03:32.200,0:03:35.176 and ideally engaging the guidance[br]of a skilled coach, 0:03:35.200,0:03:37.256 because activities[br]designed for improvement 0:03:37.280,0:03:38.536 are domain-specific, 0:03:38.560,0:03:41.456 and great teachers and coaches[br]know what those activities are 0:03:41.480,0:03:43.360 and can also give us expert feedback. 0:03:43.960,0:03:46.656 It is this type of practice[br]in the learning zone 0:03:46.680,0:03:48.576 which leads to substantial improvement, 0:03:48.600,0:03:50.960 not just time on task performing. 0:03:51.960,0:03:55.136 For example, research shows[br]that after the first couple of years 0:03:55.160,0:03:56.416 working in a profession, 0:03:56.440,0:03:58.776 performance usually plateaus. 0:03:58.800,0:04:01.856 This has been shown to be true[br]in teaching, general medicine, 0:04:01.880,0:04:03.576 nursing, and other fields, 0:04:03.600,0:04:07.336 and it happens because once we think[br]we have become good enough, 0:04:07.360,0:04:08.576 adequate, 0:04:08.600,0:04:10.856 then we stop spending time[br]in the learning zone. 0:04:10.880,0:04:13.056 We focus all our time[br]on just doing our job, 0:04:13.080,0:04:14.296 performing, 0:04:14.320,0:04:16.640 which turns out not to be[br]a great way to improve. 0:04:17.160,0:04:20.096 But the people who continue[br]to spend time in the learning zone 0:04:20.120,0:04:22.256 do continue to always improve. 0:04:22.280,0:04:24.696 The best salespeople at least once a week 0:04:24.720,0:04:27.336 do activities with[br]the goal of improvement. 0:04:27.360,0:04:29.136 They read to extend their knowledge, 0:04:29.160,0:04:31.576 consult with colleagues or domain experts, 0:04:31.600,0:04:34.600 try out new strategies,[br]solicit feedback and reflect. 0:04:35.360,0:04:36.976 The best chess players 0:04:37.000,0:04:40.536 spend a lot of time[br]not playing games of chess, 0:04:40.560,0:04:42.496 which would be their performance zone, 0:04:42.520,0:04:46.000 but trying to predict the moves[br]grand masters made and analyzing them. 0:04:46.920,0:04:51.016 Each of us has probably spent[br]many, many, many hours 0:04:51.040,0:04:52.576 typing on a computer 0:04:52.600,0:04:54.176 without getting faster, 0:04:54.200,0:04:57.616 but if we spent 10 to 20 minutes each day 0:04:57.640,0:05:00.816 fully concentrating[br]on typing 10 to 20 percent faster 0:05:00.840,0:05:02.416 than our current reliable speed, 0:05:02.440,0:05:03.696 we would get faster, 0:05:03.720,0:05:06.736 especially if we also identified[br]what mistakes we're making 0:05:06.760,0:05:08.720 and practiced typing those words. 0:05:09.400,0:05:10.800 That's deliberate practice. 0:05:12.280,0:05:14.016 In what other parts of our lives, 0:05:14.040,0:05:15.736 perhaps that we care more about, 0:05:15.760,0:05:18.296 are we working hard but not improving much 0:05:18.320,0:05:20.640 because we're always[br]in the performance zone? 0:05:22.560,0:05:25.536 Now, this is not to say[br]that the performance zone has no value. 0:05:25.560,0:05:26.776 It very much does. 0:05:26.800,0:05:29.456 When I needed a knee surgery,[br]I didn't tell the surgeon, 0:05:29.480,0:05:32.136 "Poke around in there[br]and focus on what you don't know." 0:05:32.160,0:05:33.176 (Laughter) 0:05:33.200,0:05:34.800 "We'll learn from your mistakes!" 0:05:35.680,0:05:38.936 I looked for a surgeon[br]who I felt would do a good job, 0:05:38.960,0:05:40.600 and I wanted her to do a good job. 0:05:41.160,0:05:42.576 Being in the performance zone 0:05:42.600,0:05:45.240 allows us to get things done[br]as best as we can. 0:05:45.800,0:05:47.176 It can also be motivating, 0:05:47.200,0:05:50.776 and it provides us with information[br]to identify what to focus on next 0:05:50.800,0:05:53.096 when we go back to the learning zone. 0:05:53.120,0:05:54.816 So the way to high performance 0:05:54.840,0:05:58.536 is to alternate between the learning zone[br]and the performance zone, 0:05:58.560,0:06:01.096 purposefully building our skills[br]in the learning zone, 0:06:01.120,0:06:03.520 then applying those skills[br]in the performance zone. 0:06:04.560,0:06:06.576 When Beyoncé is on tour, 0:06:06.600,0:06:09.776 during the concert,[br]she's in her performance zone, 0:06:09.800,0:06:12.296 but every night when she[br]gets back to the hotel room, 0:06:12.320,0:06:14.536 she goes right back[br]into her learning zone. 0:06:14.560,0:06:17.336 She watches a video[br]of the show that just ended. 0:06:17.360,0:06:19.496 She identifies opportunities[br]for improvement, 0:06:19.520,0:06:22.136 for herself, her dancers[br]and her camera staff, 0:06:22.160,0:06:23.416 and the next morning, 0:06:23.440,0:06:26.496 everyone receives pages of notes[br]with what to adjust, 0:06:26.520,0:06:30.496 which they then work on during the day[br]before the next performance. 0:06:30.520,0:06:31.736 It's a spiral 0:06:31.760,0:06:33.336 to ever-increasing capabilities, 0:06:33.360,0:06:36.976 but we need to know when we seek to learn,[br]and when we seek to perform, 0:06:37.000,0:06:39.056 and while we want[br]to spend time doing both, 0:06:39.080,0:06:41.176 the more time we spend[br]in the learning zone, 0:06:41.200,0:06:42.440 the more we'll improve. 0:06:43.360,0:06:45.760 So how can we spend[br]more time in the learning zone? 0:06:47.040,0:06:50.216 First, we must believe and understand 0:06:50.240,0:06:51.576 that we can improve, 0:06:51.600,0:06:53.120 what we call a growth mindset. 0:06:53.840,0:06:57.096 Second, we must want[br]to improve at that particular skill. 0:06:57.120,0:06:59.056 There has to be a purpose we care about, 0:06:59.080,0:07:00.680 because it takes time and effort. 0:07:01.360,0:07:04.376 Third, we must have an idea[br]about how to improve, 0:07:04.400,0:07:06.096 what we can do to improve, 0:07:06.120,0:07:08.696 not how I used to practice[br]the guitar as a teenager, 0:07:08.720,0:07:10.816 performing songs over and over again, 0:07:10.840,0:07:12.320 but doing deliberate practice. 0:07:12.960,0:07:16.560 And fourth, we must be[br]in a low-stakes situation, 0:07:17.160,0:07:19.376 because if mistakes are to be expected, 0:07:19.400,0:07:22.416 then the consequence of making them[br]must not be catastrophic, 0:07:22.440,0:07:23.680 or even very significant. 0:07:24.240,0:07:27.936 A tightrope walker doesn't practice[br]new tricks without a net underneath 0:07:27.960,0:07:30.576 and an athlete wouldn't set out[br]to first try a new move 0:07:30.600,0:07:31.934 during a championship match. 0:07:33.120,0:07:34.776 One reason that in our lives 0:07:34.800,0:07:37.256 we spend so much time[br]in the performance zone 0:07:37.280,0:07:41.360 is that our environments[br]often are, unnecessarily, high stakes. 0:07:42.200,0:07:44.416 We create social risks for one another, 0:07:44.440,0:07:47.296 even in schools which are supposed[br]to be all about learning, 0:07:47.320,0:07:49.456 and I'm not talking[br]about standardized tests. 0:07:49.480,0:07:51.696 I mean that every minute of every day, 0:07:51.720,0:07:54.416 many students in elementary[br]schools through colleges 0:07:54.440,0:07:57.856 feel that if they make a mistake,[br]others will think less of them. 0:07:57.880,0:07:59.816 No wonder they're always stressed out 0:07:59.840,0:08:02.080 and not taking the risks[br]necessary for learning. 0:08:02.760,0:08:05.016 But they learn[br]that mistakes are undesirable 0:08:05.040,0:08:06.296 inadvertently 0:08:06.320,0:08:09.816 when teachers or parents[br]are eager to hear just correct answers 0:08:09.840,0:08:12.496 and reject mistakes[br]rather than welcome and examine them 0:08:12.520,0:08:13.776 to learn from them, 0:08:13.800,0:08:15.536 or when we look for narrow responses 0:08:15.560,0:08:17.776 rather than encourage[br]more exploratory thinking 0:08:17.800,0:08:19.136 that we can all learn from. 0:08:19.160,0:08:22.256 When all homework or student work[br]has a number or a letter on it, 0:08:22.280,0:08:24.016 and counts towards a final grade, 0:08:24.040,0:08:27.616 rather than being used for practice,[br]mistakes, feedback, and revision, 0:08:27.640,0:08:30.840 we send the message[br]that school is a performance zone. 0:08:32.240,0:08:34.296 The same is true in our workplaces. 0:08:34.320,0:08:38.336 In the companies I consult with,[br]I often see flawless execution cultures 0:08:38.360,0:08:40.936 which leaders foster[br]to encourage great work, 0:08:40.960,0:08:43.496 but that leads employees[br]to stay within what they know 0:08:43.520,0:08:44.776 and not try new things, 0:08:44.800,0:08:47.136 so companies struggle[br]to innovate and improve, 0:08:47.160,0:08:48.360 and they fall behind. 0:08:49.960,0:08:52.256 We can create more spaces for growth 0:08:52.280,0:08:54.336 by starting conversations with one another 0:08:54.360,0:08:56.640 about when we want to be in each zone. 0:08:57.240,0:08:59.936 What do we want to get better at and how? 0:08:59.960,0:09:02.960 And when do we want[br]to execute and minimize mistakes? 0:09:03.680,0:09:06.696 That way, we gain clarity[br]about what success is, 0:09:06.720,0:09:08.800 when, and how to best support one another. 0:09:10.000,0:09:13.096 But what if we find ourselves[br]in a chronic high-stakes setting 0:09:13.120,0:09:15.840 and we feel we can't[br]start those conversations yet? 0:09:16.720,0:09:19.816 And here are three things[br]that we can still do as individuals. 0:09:19.840,0:09:24.120 First, we can create low-stakes islands[br]in an otherwise high-stakes sea. 0:09:24.640,0:09:27.376 These are spaces where mistakes[br]have little consequence. 0:09:27.400,0:09:30.856 For example, we might find[br]a mentor or a trusted colleague 0:09:30.880,0:09:34.056 with whom we can exchange ideas[br]or have vulnerable conversations 0:09:34.080,0:09:35.456 or even role-play, 0:09:35.480,0:09:39.096 or we can ask for feedback-oriented[br]meetings as projects progress. 0:09:39.120,0:09:43.256 Or we can set aside time to read[br]or watch videos or take online courses. 0:09:43.280,0:09:44.680 Those are just some examples. 0:09:45.360,0:09:49.536 Second, we can execute[br]and perform as we're expected, 0:09:49.560,0:09:52.136 but then reflect on what[br]we could do better next time, 0:09:52.160,0:09:53.416 like Beyoncé does, 0:09:53.440,0:09:55.576 and we can observe and emulate experts. 0:09:55.600,0:09:59.120 The observation, reflection[br]and adjustment is a learning zone. 0:09:59.880,0:10:02.080 And finally, we can lead 0:10:02.760,0:10:06.336 and lower the stakes for others[br]by sharing what we want to get better at, 0:10:06.360,0:10:08.856 by asking questions[br]about what we don't know, 0:10:08.880,0:10:11.376 by soliciting feedback[br]and by sharing our mistakes 0:10:11.400,0:10:13.016 and what we've learned from them, 0:10:13.040,0:10:15.120 so that others[br]can feel safe to do the same. 0:10:15.760,0:10:19.280 Real confidence is about[br]modeling ongoing learning. 0:10:20.880,0:10:25.336 What if, instead of spending[br]our lives doing, doing, doing, 0:10:25.360,0:10:27.456 performing, performing, performing, 0:10:27.480,0:10:29.760 we spent more time exploring, 0:10:30.640,0:10:32.056 asking, 0:10:32.080,0:10:33.376 listening, 0:10:33.400,0:10:36.496 experimenting, reflecting, 0:10:36.520,0:10:39.000 striving and becoming? 0:10:40.320,0:10:43.136 What if we each always had something 0:10:43.160,0:10:44.680 we were working to improve? 0:10:45.760,0:10:48.176 What if we created more low-stakes islands 0:10:48.200,0:10:49.400 and waters? 0:10:49.840,0:10:52.296 And what if we got clear, 0:10:52.320,0:10:54.696 within ourselves and with our teammates, 0:10:54.720,0:10:58.256 about when we seek to learn[br]and when we seek to perform, 0:10:58.280,0:11:01.336 so that our efforts[br]can become more consequential, 0:11:01.360,0:11:04.016 our improvement never-ending 0:11:04.040,0:11:06.320 and our best even better? 0:11:07.000,0:11:08.200 Thank you.