As I sit at my desk this morning writing the first draft of this blog, the clock shows 5:21 AM. I have just over an hour before I need to be in the pool. I have made a commitment to myself to swim over a mile every day I am at home. I have also made a commitment, to myself and my company to have another blog posted before noon today.
My morning is full of meetings with clients and I have no intention of letting anyone down. That includes me. It isn't the easiest of mornings, but doing the right thing seldom makes things easy.
While a cadet at West Point, we had a saying, "Choose the harder right over the easier wrong." When I have lived by that simple council, I have never regretted my choice.
The point to all of this and why I brought this up is to introduce the concept of Sales Discipline. My experience has shown me discipline within an organization is built on two pillars: process and accountability. Process is the way we go about our work and what we commit to. Accountability is holding ourselves and others to these commitments.
I came across the following quote a few months back;
“In truth, the only difference between those who have failed and those who have succeeded lies in the difference of their habits. Good habits are the key to success. Bad habits are the unlocked door to failure.” -OG Mandino
The beauty of this quote is that it ties everything together. Success is habits. Good habits are formed when one knows what they need to do and commit to that action. In short, success is discipline.
Without process, there is no accountability until there is failure. That is because without a defined process, there are no leading indicators, only a final win or loss. As leaders, we owe it to our team to give them the tools to succeed. One of those tools is a sales process. Sales leaders owe their team a process and to hold them accountable to that process.
In doing so, the sales team creates good habits though sales discipline. good habits that lead to sales success.
It isn't always easy swimming in the morning, but it is a good habit founded in discipline. The day you accept less than your best is the same day you become less than your best.
I am glad to have gotten my 1.25 mile swim in this morning.