“No, we don’t control who our parents are. We don’t control what color we are. We don’t control what home we are born into. But we control our attitude. We control our work ethic. We control our drive and our commitment.”

Dabo Swinney

You can control what you can control, and you can’t control what you can’t control.

You may not like hearing this, you are 100% responsible for how you show up.

Therefore, are you showing up prepared and committed to sales excellence?

If someone asked you to describe your work ethic, what would you say? Is it strong? Is it in need of some attention or would you even know?

Now remember, the mirror never lies only the person looking into it. So, tell the truth when it comes to your work ethic.

Your drive, are you cruising in the middle lane or are you in the fast lane with your foot on the accelerator of growth?

Sales professionals have a strong work ethic, are radically consistent and exude self-discipline, what say you?

Wikipedia defines work ethic,

“Is a belief that work and diligence have a moral benefit and an inherent ability – it is a set of values centered on importance of work and manifested by determination or desire to work hard.”

However, we live in an age of “instant gratification”, and thanks to the internet, and thanks to LinkedIn guru’s and pundit’s, there are countless ways to success by doing and buying their peddling wares. 

In sales terms, “how fast can I succeed, or at least get to quota, with doing minimal amounts of work, effort and commitment?”

What sets of values, beliefs and desires do you have around working hard?

Thomas Edison nailed it,

“There is no substitute for hard work.”

What are your daily habits, routines and rituals?

Are you committed to yourself?

As silly as that sounds, a strong work ethic along with self-discipline starts with the consistent commitment you make to yourself.

ARE YOU LYING TO YOURSELF?

To accomplish what you tell yourself to accomplish requires massive amounts of discipline.

Words with no action and no discipline lead you down the path to nowhere.

Discipline means consistently doing what you tell yourself you will do without procrastination and without the excuses.

  • Do you tell yourself that tomorrow you will start prospecting, but the next day you postpone prospecting?
  • Do you promise yourself to start sales practice, but you fail to start?
  • Do you promise yourself to take better care of your clients, but then find yourself looking for excuses not to do what you promised yourself to do?

What this tells me is you do not value your words, your promises, nor your career.

How can you make any real changes in your sales life, improve your sales life or make any consistent progress if you’re always lying to yourself?

Think about the following quote courtesy of the legendary, Jim Rohn, and then apply these words to it… consistency, work ethic and self-discipline.

“You don’t have to change that much for it to make a great deal of difference. A few simple disciplines can have a major impact on how your life works out in the next 90 days, let alone in the next 12 months or the next 3 years.”

SALES PROFESSIONALS ARE CONSISTENTLY CONSISTENT

“Small disciplines repeated with consistency everyday lead to great achievements gained slowly over time.”

John C. Maxwell

When it comes to sales excellence, consistency separates the good from the great.

How often have you observed someone in sales having a record year, or a series of phenomenal quarters, only to follow it up with spats of mediocrity and below average performance?

Consistency differentiates the successful from the unsuccessful and sales professionals from sales reps.

Radical consistency will change the course of your sales life forever!

Give some thought to how Dictionary.com defines consistency,

“Steadfast adherence to the same principles, course, form, etc.”

Therefore,

  • Consistency allows you to measure results
  • Consistency yields accountability
  • Consistency builds upon your reputation

Unfortunately…

“Salespeople today are consistently inconsistent”

CONSISTENCY STARTS BY DOING YOUR JOB!

To be consistent is to completely dedicate yourself to a task, activity or goal. It means to completely remain engaged without distraction and without excuses.

I’m amazed and quite frankly astonished, how many in sales negotiate with themselves the non-negotiable aspects of their job!

Consistency requires commitment and self-discipline. 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.

Do your job! This is what you signed up for when you decided to work within the sales profession. I don’t believe anyone twisted your arm to get into sales.

What happened to self-discipline, working hard, self-accountability, practice, preparation, a commitment to excellence and a no excuse mindset?

Bill Belichik, head coach of the New England Patriots said it best,

“Ignore the noise and do your job”

THE MENTAL STRUGGLE

Short term thinking combined with instant gratification squashes any aspects of consistency.

I’m concerned that when many in sales fail to gain immediate results from their actions, then they play mental gymnastics as to why they should continue those actions. Case in point, prospecting. I will let all of you stew on that one.

And why my favorite quote from Selling from the Heart rings true,

Salespeople have hypnotized themselves into believing what they are not doing, doesn’t work.

Why do many in sales find it difficult to remain consistent?

Call it lack of focus, vision, purpose or passion; many simply lack 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 small 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.

“Success is nothing more than a few simple disciplines practiced every day.”

Jim Rohn

To remain consistent, you must commit to being consistent.

Sales professionals 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

They consistently apply themselves over an extended period of time to reap long-term sales rewards. 

Success, it’s not a light switch you turn off and on

CREATE A PLAN

Creating consistency 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 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?

It’s how you consistently start the morning that determines how you finish the day.

What specifically can you do to maintain consistency?

MASSIVE ACTION

“The path to success is to take massive, determined action.”

Tony Robbins

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 to achieve their desired outcomes. What are your desired outcomes?

They understand what consistent repetitive activities they must do and then they take massive action.

What are you doing right now to take massive action?

IT’S ALL ABOUT CONSISTENCY

Your sales life is too precious to waste. 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.

You must hold yourself accountable. The hardest part of being self-disciplined is doing it every day.

You may not see immediate results but over time and with consistent action you will build the foundations of a meaningful sales life.

In a sales world where trust and credibility are anemically low, think about the following:

Consistency in your character develops integrity.

Consistency in your attitude creates trust.

Consistency in your self-leadership builds influence.

Consistency & Discipline… the missing links to sales success

Originally published on Larry Levine’s LinkedIn

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