We are rewarded publicly for what we practice privately in sales

You are rewarded publicly for what you practice privately

Success through the Habit of Self-Discipline: A Guide to Preparation, Practice, and Perseverance

Have you ever had a goal or dream you wanted to achieve, or something you wanted to become an 'expert' in? At one point in my life, my goal was to make it through my first year of direct sales. The pressure was high, as well as the accountability to achieve top performance. Midway through that first year, I wanted to quit. I wasn't seeing the rewards for my efforts. A voice in my head said, 'don't quit, learn to sell and you will be glad you did not quit.' I listened to the voice. That lead to a career of 20+ years in sales and now over 10+ years in sales training and coaching. 

In the pursuit of success, the idea "You are rewarded publicly for what you practice privately" holds true. Behind every win lies sometimes weeks, months, or years of unseen dedication, discipline, and preparation. Whether in sales, business, or life, the foundation of achievement lies in discipline, a habit I call 'structure.'

Accelerating Self-Discipline in Sales, Business, and Life:

Self-discipline is the key ingredient of accomplishment. In the world of sales and business development, consistency is paramount. A key to success is to set 'personal' achievable goals and commit to a structured routine. Break down larger goals into smaller, manageable tasks, I call these '2 millimeter steps' to sustain focus and motivation. Plan your work and work your plan: time budgeting and 'power sessions,' or focus time drive effective time management. Take time each day to prioritize tasks and maintain productivity.

In personal pursuits, establish habits that align with what you want to see in your life. I am always asking myself, win or lose: 'what am I doing well, what can I do better, and what is next?' Consistency in these habits, whether related to health, personal development, or any chosen field, drives self-discipline. Regularly reassess and readjust these habits to stay on course towards your goals.

The Importance of Preparation, Practice, and Rehearsal:

Preparation, prior to crucial meetings or presentations, is pivotal. I once heard in Toastmasters that the reason we fumble a presentation is because we have not rehearsed! Rehearsal brings confidence and makes it less likely your presentation will not land well. In sales, the discovery process, or finding out what someone's 'why do something, why now?' can lead to success. Success drive our self and sales confidence. Practice and rehearsal refine skills and the ability to adapt to unforeseen circumstances. I call this 'always have a plan A, B, and C!' Expect the unexpected - expect the best, but prepare for the worst has been a rule I have followed for years. All of this was from 'learnable moments!' 

Practice and mental rehearsal facilitates familiarity with the subject matter, enabling greater flexibility in responding to unexpected challenges. Rehearsal hones delivery, ensuring a more impactful and polished performance. Studies indicate that those who invest more time in preparation often achieve more favorable results compared to those who do not prioritize this essential phase.

Statistics on Mastery and Time Investment:

How long does it take to be an expert in your field? Malcolm Gladwell's "10,000-Hour Rule" suggests that approximately 10,000 hours of purposeful, focused practice are needed to attain mastery in a specific field. While this concept has faced scrutiny, the foundation behind it remains valid: expertise demands a substantial investment of time and dedication. This includes resilience and being able to quickly bounce back from tough times: a lackluster presentation, difficult meeting, or losing a huge business opportunity you were counting on. However, the exact time required for mastery varies depending on the complexity of the skill and individual factors.

Tips to Maintain Motivation Amidst Unfavorable Results:

1-Setbacks are inherent in any journey to success and a part of life. It's crucial to perceive them not as failures but as opportunities for growth and learning. Seeking feedback, identifying areas for improvement, and adapting strategies are fundamental to progress. Feedback is a gift! I think one of the best traits to have in life and business is to be 'coachable and flexible.'

2-Celebrate the small wins, do not wait for the big victories to celebrate! Focusing on incremental progress rather than immediate outcomes helps maintain motivation. Remember, excellence and success is a journey and process, not an event. Reevaluate goals, strategies, and adapt them as necessary, allowing setbacks to serve as stepping stones toward eventual success.

3-Notice resistance, correct, and continue.  More often than not, the biggest obstacle to our success is our habits of thinking.  I call this 'reisitance.'  Whether we want to procrastinate prospecting, or calling a tough customer, remember that when we act in spite of emotion, it becomes easier.  It becomes a habit.  Our self confidence rises when we act in spite of resistance or negative emotions.

In conclusion, success is a result of consistent private efforts and dedication. The habits of self-discipline, preparation, and perseverance are the ingredients of a triumphant journey. Embrace the process, stay focused, and the rewards will inevitably follow.