The Secret Ingredient to Accelerating Success: Consistency

December is a time of the year when we may reflect on how we did this year - and on what we want to see different next year. As I reflect on my year, and conversations I have had with my clients this year, and look ahead to 2026, I take this time to choose 1 word. A word that can be the difference between success and failure, and that can simplify focus in the coming hours, days, and weeks as we wind down 2025. The word I have chosen is: consistency. In sales, business development, and any profession where results depend on new clients, new conversations, and new opportunities—there’s one truth we can’t ignore:

Consistency is the ultimate competitive advantage.

Consistency is defined as 'the quality of always delivering or performing in a certain way.' Consistency means showing up with intention, discipline, and purpose—every day, not just when you feel inspired or when business is slow. It’s the habit of doing the right things long enough, often enough, to create momentum that your competitors can’t match.

Top performers aren’t always the most talented.
But they are the most consistent.

Average or low performers are not missing skills. They are missing consistency.

Top 5 Tips to Accelerate Your Consistency

1. Start with clarity.
Know exactly what your top priorities are—your goals, your target accounts, your daily non-negotiables. Clarity eliminates hesitation. Eliminate anything that is a distraction.

2. Build a simple, repeatable routine.
Set specific time blocks for prospecting, follow-up, pipeline review, and relationship-building. Systems remove emotion from decision-making. Tracking in a CRM, spreadsheet, google sheet, or a simple notepad are all ways I have tracked my prospecting.

3. Measure what matters.
Track the behaviors that build results—calls, messages, meetings set, proposals sent—not just the outcomes. Success leaves clues. Where are you getting traction?

4. Create micro-wins.
Break big goals into small actions you can complete daily. Small wins build confidence and lower the mental barrier to getting started. It can be as simple as someone returning a call, text message, or email.

5. Celebrate your progress.
Consistency thrives with positive reinforcement. Recognize what you DID accomplish—not just what you still need to do. Do a happy dance, share your win with someone who supports your success, and enjoy the moment of success!

The 5 Biggest Killers of Consistency

1. Perfectionism– waiting for the “perfect” email, call, message, or timing. There will never be the right time.
2. Overwhelm– too many priorities and no structure. Get out of your head and into action,
3. Emotional decision-making– letting mood determine momentum. Learn to act in spite of emotions.
4. Lack of accountability– no one (including you) keeping track of follow-through. Accountability is what we do when no one is watching.
5. Inconsistent routines– starting strong, then reverting to old habits. I have observed in myself and others that failure comes from inconsistency.

Consistency is the habit that makes every other habit work.
When you become consistent, you become unstoppable.

When you become unstoppable, your momentum carries you to success.