Have you noticed that some sales people have more success in their territories than others, and continue to have more and more success? In fact, the majority of our sales are from a handful of people. Why do you think that is? It’s a result of positive habits and our friend, Momentum!
As Aristotle wrote, “We are what we repeatedly do.” The dictionary defines habit as, “an acquired mode of behavior that has become nearly or completely involuntary.” Studies show that 95% of everything we feel, think, do, and achieve result from learned habits. Our habits and routines allow us to use minimal conscious energy for everyday tasks. When you got in your car today, do you remember putting on the seatbelt? Probably not, since you’ve done it so many times it’s an involuntary and habitual. Habits can be helpful – so long as they are good habits! If you’re fit, it could be because you keep a healthy diet and work out every day. If you’re having success in sales, it could be because you’re habitually in your accounts and closing for the right outcomes (i.e., changing preference cards, asking the doctor to walk to the OR Director’s office, and you don’t leave the hospital without a PO). Keep Reading
