“Small disciplines repeated with consistency everyday lead to great achievements gained slowly over time.”
John C. Maxwell
When it comes to sales performance, consistency separates the good from the great.
How often have you observed someone in sales having a banner year, or a series of record quarters, only to follow it up with spats of mediocrity and below average performance?
Consistency, it differentiates the successful from the unsuccessful and sales professionals from sales reps.
Consistency will change the course of your sales life!
- Consistency allows you to measure results
- Consistency yields accountability
- Consistency builds upon your reputation
Unfortunately...
"Salespeople today are consistently inconsistent"
JUST DO YOUR JOB
To be consistent is to completely dedicate yourself to a task, activity or goal. It means to completely remain engaged without distraction.
I'm amazed and astonished how many in sales negotiate with themselves the non-negotiable aspects of their job!
Consistency requires commitment. It requires you to commit yourself to a sustained effort of action over the long-term. Keep your word to yourself, and your family that you will follow through with what you set out to do.
Just do your job! This is what you signed up for when you decided to work within the sales profession.
What happened to self-discipline, working hard, self-accountability, practice, preparation, a commitment to excellence and a no excuse mindset?
Coach Bill Belichik of the New England Patriots said it best,
"Ignore the noise and do your job"
THE STRUGGLE
Short term thinking combined with instant gratification squashes any aspects of consistency.
I'm concerned that if many in sales fail to gain immediate results from their actions, then they don’t see the point in continuing those actions. Case in point, prospecting. I will let all of you think about that one.
Many find it extremely difficult to remain consistent. Call it lack of focus, vision, purpose and passion for what they do; many simply lack focus, commitment and discipline to stick with something short-term for long-term gain.
Just stop the excuses and get to work!
There are no quick results and no silver bullet moments when it comes to a commitment too consistency.
Consistency, it's all about incremental improvements over time. The results you're after will eventually come, however; they'll come over an extended period of time when you commit to consistently doing the right things right.
The right activity + enhancing the skill set + daily habits = sales success
IT'S ALL ABOUT THE CORE
In order to remain consistent, one must commit to being consistent. This at the heart, the core of every sales professional.
They realize the greatest power lies in the present moment. They understand consistency demands attentiveness, presence and a positive mindset. It demands they remain disciplined to the moment without exception, no questions asked.
"What comes into our mind, comes out in our life"
Craig Groeschel
A sales professional...
- Stays disciplined in the moment
- Understands "right now" is the only moment that matters
- Has a no excuse mindset
They consistently apply themselves over an extended period of time in order to reap long-term sales rewards.
They put in the work when no one is watching them.
I know this may sound simple on the surface, but we live in a sales society built upon instant gratification. No wonder only a small number of sales professionals achieve any worthwhile long-term success.
Success, it's not a light switch you turn off and on
THE PLAN
Consistency over time requires planning.
A sales professional is forward thinking as they plan, prepare and practice consistent behaviors. They understand their core activities are built around their values, purpose, a plan and goals.
If for any reason their priorities are not in alignment with these areas, they acknowledge it and then realign to it.
Are you connecting with your core values, your personal mission, or the quiet voice in your head?
- What is your mission statement?
- What are your values?
- What are you grateful for?
What is an inspirational quote or message that can propel you through the day?
It's how you consistently start the morning that determines how you finish the day.
What specifically can you do to maintain consistency?
TAKE ACTION
Consistency along with focus comes in the form of proper preparation, planning and practice. A professional prepares each day with consistent action. They mentally prepare themselves with daily doses of self-reflection.
They ask of themselves:
- What actions do I need to do to achieve my goals?
- What actions and activities do I need to repeat to achieve my goals?
Sales professionals are laser focused. They have a clear idea of what needs to happen in order to achieve their desired outcomes.
They understand what repetitive activities they must do and simply take action.
What are you doing right now to take action?
GET FOCUSED
Steady focus is at the core of a sales professional.
They understand and...
- Focus on what’s most important now
- Focus on one thing at a time
- Focus on the extreme execution of the activity, prospecting
Extreme focus is not easy. It requires self-discipline and self-accountability. It is an unbending focus on the quest.
Professionals push through the discomfort, they don't give up, they don't cave in and they stay the course.
IT'S ALL ABOUT CONSISTENCY
Your sales life is too precious to waste away. Your future rests solely in your hands. You and you alone decide what you'll focus on.
You and you alone choose to be distracted. You and you alone can only decide to take action.
This all begins with small steps and a positive mindset. You must commit yourself to consistency each and every single day without fail for weeks, months and years.
You may not see immediate results but over time and with consistent action you will build the foundations of a meaningful sales life.
Consistency... the missing link to sales success
I understand, I get where you all are coming from. Every day, I walk in your shoes. I am fully committed to helping your sales team integrate social aspects and heartfelt strategies into your current sales process to grow new business. I want you to get results. This is why I am passionate about doing this the right way, the genuine way, the authentic way! It's about understanding value before visibility.
Selling From the Heart is making a difference! I poured my heart into every page of this book and I think you're going to love it. You can find it on Amazon in paperback, kindle and in audio. You can click on the book image below and this will take you to Amazon.
In a world full of empty suits, I'm passionate about helping sales reps succeed by getting valuable before they get visible. I help sales teams understand the true value they bring to the market.
I appreciate getting the opportunity to share my stories. Integrating the use of social and sharing my story on LinkedIn was my “game-changer” in the highly competitive office technology world. With great pride I transform, challenge, coach and inspire sales teams to grow new business by helping them share their story and how they communicate it out by integrating the use of social inside the sales process. You can follow me on LinkedIn, Twitter, Facebook and on my podcast by clicking on Selling from the Heart.
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