"Discipline is choosing what you want most over what you want now. If you try to change your behavior without changing your identity, you're pulling up a weed without getting to the root."
Pastor Craig Groeschel
So much of this quote highlights the importance of delayed gratification and self-control.
What Pastor Craig Groeschel is suggesting is that true discipline involves making choices that align with our long-term goals and values, even when we're faced with immediate temptations or short-term desires.
This is about creating lasting behavioral change. This type of change is most effective when it stems from a shift in how we perceive ourselves.
Merely focusing on surface-level actions without addressing your core beliefs and self-image is likened to removing a weed's visible parts while leaving the root intact, the problem is likely to resurface.
Pastor Craig Groeschel goes on to say,
"Here's a truth you need to embrace if you're ever going to change, you do what you do because of what you think of you."
Please think with me on this one... Your actions are a direct reflection of your self-image and beliefs about who you are.
Simply put, if you want to grow your sales, then do what is necessary to grow yourself.
Question for all of you... Are you ready?
Excuses are easy. Discipline is hard. That’s why so few embrace it, yet it remains the defining trait of top-performing sales professionals.
In an industry where rejection is common, distractions are everywhere, and pressure is relentless, those who succeed don’t rely on motivation—they rely on discipline.
When you strip away the excuses, distractions, and quick-fix strategies, what remains is a simple truth: you are the architect of your success, and self-discipline is the blueprint.
You can make excuses, or you can make progress, but you can’t make both.
It's this mantra that sets the stage for understanding why a disciplined, no-excuses mindset isn’t just a nice-to-have in sales, it’s non-negotiable.
Your success in sales isn’t about luck or charisma, it’s about you putting in the work, day after day, without excuses.
Here's my challenge to all of you:
Are you willing to double down on yourself? Self-discipline without excuses will drive monumental sales growth.
No shortcuts. No excuses. Just disciplined action.
The Excuse Epidemic, Sales’ Silent Killer
Excuses are the silent killers of potential.
They’re easy to make, comforting in the moment, but devastating in the long run.
Soak this one in...
Excuses are tools of incompetence used to build bridges to nowhere and monuments of nothingness, and those who use them seldom specialize in anything else.
Why do so many sales professionals fall into this trap?
My belief and the root cause of all of this is fear... Fear of failure, fear of rejection and fear of change.
Fear is the one word you need to get rid of if you want self-discipline in your life.
The truth is excuses are often just fear in disguise. Fear allows you to avoid discomfort, but in doing so, it also keeps you from growth. The hard reality?
You can’t sell authentically if you’re selling yourself short.
Authenticity in sales requires courage. It means showing up, even when you’re unsure. It means putting in the work, even when it’s uncomfortable.
You must be willing to get real with yourself before you can get real with your clients.
Every top-performing sales professional has faced fear. The difference? They push through it.
If you want to win in sales, get comfortable being uncomfortable. Let go of the excuses, face the fear, and take control of your success.
Fear is temporary. Regret is forever. Choose action.
Here's some truth serum for you... Excuses don’t protect you, they only paralyze you.
Discipline, It's The Secret Ingredient No One Wants to Talk About
Everyone wants the secret to sales success, but few are ready to hear it.
Many in sales are on the constant quest to find the shortcut to sales success.
The perfect script.
The magic email template.
The latest automation hack.
As Andrew Carnegie famously said,
“Self-discipline; the real ‘secret’ to success. If ever there were a true magical ingredient to achieve success, self-discipline would be it.”
Salespeople don’t fail because they don’t know what to do. They fail because they don’t do it consistently.
How many times have you heard these phrases?
“I know I should be prospecting daily, but I get too busy, doing stuff.”
“I meant to follow up, but I didn’t want to be annoying.”
“I’ll work on my personal brand when I have time.”
I believe self-discipline is a huge superpower. It is the source of all other powers.
Why do I say this? Because it's about showing up prepared, making that extra call, following up when it’s uncomfortable, and staying consistent even when the results aren’t immediate.
The problem isn’t that salespeople don’t know what to do. The problem is they don’t consistently do it.
Accomplishing your goals requires massive amounts of discipline. Words without action and discipline lead you down the path to nowhere.
Radical Consistency, Your Sales Superpower
Consistency is the cousin of discipline, and together, they form the backbone of sales excellence.
John C. Maxwell nails it,
"Small disciplines repeated with consistency everyday lead to great achievements gained slowly over time.”
This isn’t about grand gestures or occasional bursts of motivation. It’s about the mundane, often boring, daily habits that compound over time.
Prospecting daily, even when you don’t feel like it. Preparing for every client meeting, even when you think you know it all. Reflecting on your performance, even when it’s easier to point fingers.
Consistency isn’t sexy, but it’s unstoppable.
Sales success isn’t built on one perfect pitch, one game-changing deal, or one viral LinkedIn post.
Sales success, it's built on the thousands of small, consistent actions that compound over time.
When I think of consistency, this comes to mind:
Prospecting daily– Even when your pipeline feels full.
Preparing for every meeting– Even when you think you know the client well.
Following up relentlessly– Even when it feels uncomfortable.
Reflecting on your performance – Even when it’s easier to blame external factors.
This is what separates sales professionals from sales reps.
Here's some cold, hard truth... Your inconsistency is killing your sales momentum.
Why do I say this, well...
- You crush prospecting for a week, then stop when you get busy.
- You follow up three times, then give up.
- You commit to personal development, then get "too busy" to read or train.
Sales professionals treat consistency and discipline as nonnegotiable.
Shift Your Mindset from Excuses to Empowerment
Success in sales is not about luck. It’s not about personality. And it’s certainly not about waiting for the so-called right moment.
It’s all about mindset.
Elite salespeople push themselves to practice. They pay attention to the little things on a consistent basis and continually focus on positive work habits.
This mindset isn’t about perfection; it’s about progression. It’s about doing the hard things, even when no one is watching. It’s about understanding that discipline isn’t restrictive, it’s the ultimate form of freedom.
When you control your habits, you control your outcomes.
As Robert Kiyosaki puts it,
“People who lack self-discipline are often the victims of those who do have self-discipline.”
Every day is a choice. You can make excuses, or you can empower yourself, what say you?
The Excuse-Making Sales Rep:
- I don’t have time.
- The market is tough.
- Prospects aren’t responding.
The Empowering Sales Professional:
- I make time for what matters.
- I find creative ways to succeed in any market.
- I improve my messaging to increase engagement.
As Bill Belichick famously said,
“Ignore the noise and do your job.”
Your sales manager or sales leader isn’t responsible for your quota. The economy isn’t responsible for your pipeline. You are.
Here are a few practical ways to develop a no-excuse mindset.
- Audit Your Excuses - Start by identifying the excuses you make regularly. Write them down. Then, for each one, ask, “Is this truly outside of my control?” You’ll be surprised how many aren’t.
- Create Nonnegotiable's - Define the daily disciplines that are non-negotiable, no matter how you feel. Prospecting. Follow-ups. Learning. Treat these like brushing your teeth, not optional, just part of your daily routine.
- Embrace the Boring - Success isn’t about excitement; it’s about execution. Fall in love with the process, not just the results.
- Accountability Mirror - Regularly look in the mirror, literally and figuratively. Ask yourself, “Am I doing my best?” The mirror doesn’t lie, only the person looking into it.
Discipline, The Difference Maker
The gap between where you are and where you want to be isn’t filled with more leads, better scripts, or new tools. It’s filled with disciplined actions, taken consistently, without excuses.
Are you willing to double-down on yourself? Creating the self-discipline practices, along with inner fortitude, will ultimately lead you to sales success.
The next time you’re tempted to explain away a missed target, your quota, or procrastinate on a tough call, please remember that you can make excuses, or you can make progress, but you can’t make both.
Which will you choose?
Michelle “MACE” Curran , call sign “MACE,” is a combat veteran and trailblazing former F-16 fighter pilot with 13 years of service in the United States Air Force. As the lead solo pilot for the elite Air Force Thunderbirds from 2019 to 2021, she was the second woman ever to hold this position, inspiring millions with her aerial performances. With 1,500 flight hours, including 163 combat hours in Afghanistan, Michelle’s career epitomizes grit, determination, and teamwork.
Now the founder of Upside Down Dreams, Michelle shares her action-packed stories and hard-won lessons to help audiences conquer self-doubt, reframe challenges, and achieve their dreams. Featured on The Kelly Clarkson Show and CBS Evening News, she continues to inspire as a speaker, mentor, and advocate."
SHOW SUMMARY
In this episode of the Selling From the Heart podcast, Darrell Amy, CEPA, VCG and I are joined by Michelle Curran, former F-16 fighter pilot and lead solo pilot for the Air Force Thunderbirds. Michelle, known for her call sign 'MACE,' shares her journey, the importance of authenticity in sales, and how to leverage fear as a superpower. The episode highlights Michele's upcoming book, 'The Flipside.' Michelle discusses the significance of focus, trust, and accountability both in the ****pit and in the sales profession. Listeners also get a heartwarming story of Michelle surprising a young admirer on the Kelly Clarkson Show. This episode is filled with actionable insights for sales professionals and leaders looking to build genuine relationships and trust in their careers.
KEY TAKEAWAYS
Creating Value in Sales: Effective selling is about genuinely helping and providing value to the customer, not just pitching a product.
Importance of Empathy: Empathy is crucial in sales. Understand and align with your customers' needs and perspectives.
Active Listening: Great sales meetings involve active listening, where the salesperson speaks less and listens more to understand the customer's challenges.
Follow-Up Strategy: Following up with potential clients needs to include adding value in each touch point, rather than just checking in for updates.
Becoming an Expert: Knowing your industry, company, and client's business thoroughly can significantly enhance sales effectiveness.
Financial Understanding: Understanding your clients' financials and how business decisions impact their P&L and balance sheets is essential for meaningful conversations.
Effective Sales Meeting: Break sales meetings into diagnosis and prescription phases – first understand the problem, then present your solution tailored to that problem.
Consistency in Outreach: It takes multiple touchpoints to engage a prospect; persistence coupled with value-driven outreach is key.
QUOTES
“People are pretty quick to pick up on when there's a disconnect there.”
“When you focus on how you can deliver the most value to the person you're speaking to, it reduces that anxiety so much.”
“There's an opportunity to get judged there. There's an opportunity to fail in front of everyone.”
“Consistent accountability eventually just becomes the norm and it gets less scary to people.”
“Getting into task-focused mode and having a clear mission helps mitigate fear and distraction.”
📌FOLLOW THE CONVERSATION
➡️Connect with Michell: https://www.linkedin.com/in/macecurran/
Learn more about Darrell and Larry:
➡️Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
➡️Larry's LinkedIn: https://www.linkedin.com/in/larrylevi...
➡️Website: https://www.sellingfromtheheart.net/
📕Get the Game-Changing Book That Will Boost Your Sales... While Protecting Your Relationships and Reputation! Now available for shipping at Barnes & Noble! Discover more: https://sellinginaposttrustworld.com
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here was a recent thread on LinkedIn from an Executive from a Major Manufacturer that I took exception to.
