For most of the work we do with sales teams, the result is usually a routine that becomes a habit. Once a habit, the activity gets accomplished with little effort, like showering or brushing one’s teeth. For example, we don’t just teach salespeople how to win new accounts, we create routines that make it easy to prospect every day.
Sounds easy, but it’s not. Salespeople are extremely busy today. Historically, salespeople would try to follow the routine, but when real life got in the way, they’d miss. After a few misses, they’d quit and miss out on the huge benefits of routines and habits. Most people had a black or white attitude. If they couldn’t do the routine every day or week, they’d give up.
Then, I heard a word on a podcast that changed everything, dailyish, which also brought about weeklyish and monthlyish. Try to do the activity daily, but if you miss a day or two, keep doing it. Now, when we create routines for our clients, we make it clear that three out of five days is ok. In fact, staying focused on Tuesday after missing Monday creates discipline and habit.
