[Originally sent out on 9/20/24 via email to 100-ish clients and business partners]
I kid, I kid… Mostly… But as they say: 👑 Consistency is King 👑
I’ve seen exceptionally talented sales people have a business that more closely resembles a coaster at Cedar Point all because they haven’t mastered the art of consistency. I’ve seen consistent sales people rise from dead-last to top- or near-top of the pack because they stayed the course like water cutting through rock.
Consistency–or lack thereof–almost unanimously seems to be a theme when I am talking with leaders about what their team needs “more of”. I hear “they need to be more consistent with setting appointments” or “they need to be more consistent with their prospecting activity”. Sometimes it’s “they need to be asking for referrals more consistently” or “if only they could ask for the business at every meeting instead of talking themselves out of a sale”. It’s frustrating. I can hear it in these leaders’ voices. Obviously everyone could be making more money and serving more people. But I think what hurts leaders the most is seeing that untapped potential that is squandered from lack of consistency.
Heck, sometimes as leaders we need to be a bit more consistent, too. Remember, the consistency game is about progress, not perfection.
If you see consistency as an area of opportunity for your team, or a particular team member, some things you may investigate with them are:
📅 their schedule. What are they not planning for that they should be? What’s getting in the way of following through?
🧠 their mindset. What do they believe about themselves, their ability to follow-through, their ability to prioritize or control the controllables, and/or those controllables yielding positive results long-term?
🕰️ their time management. What do they need to eliminate, automate, or delegate in order to free up time for the things they need to do more consistently?
💰 the cost. What is being inconsistent currently costing them? What would the payoff be if they were to be more consistent than ever over the next 12-months?
Do some digging to help them discover which one is the biggest barrier right now. Chances are they have multiple factors preventing them from being as consistent as they are capable; but you can gain momentum by helping them pick one thing that they can take action on now, before they try to improve everything. There is power in leveraging incremental consistent improvement 📈
📖 Book recommendation: The Power of Consistency by Weldon Long 📖
When I say this book changed my life, I mean that without any hyperbole. At the time, I was underperforming based on my potential and I hated it but I felt so stuck I couldn’t see straight (do you know anyone on your team like that?) What The Power of Consistency does that unlocks the ability for one to be consistent is to create a mindset and confidence pattern that backs up the desire to be consistent. If you ask most sales people, that “want to be more consistent”. They know they “need to be more consistent”. “But…” And it’s what they believe in the “but” that is holding them back. The Power of Consistency gives a step-by-step roadmap to change how we think so that we can change our habits.
🖼️ Consistency Poster: a free gift 🖼️
I have always loved motivational imagery around me; like a vision board that I didn’t have to create! If you would like a copy of this mini-poster (9″ x 12″) for your office, just reply back to me with your current address.
As always, Lead on, Leader!
🙂 md
***********************************************************************
If you absolutely despise super-awesome, funny, engaging, high-value content (😏), just let me know and I can make sure it never lands in your inbox again BUT I promise to never spam you and always keep it entertaining.
***********************************************************************
Leave a comment