Solomon Says: “All of life is a performance game, discipline always the first step. Sales is simply a metaphor for life performance.”
When I ask you to name various areas of your life that are important to you, odds are your first few thoughts will include financial security, relationships, health and fitness, and a few other common desires. When I ask you to grade your level of satisfaction on a scale of 1 to 5 where you are in those areas, the likelihood of having all 5’s is pretty small. There is a desire gap. That is, there is not enough desire in the moment it is time to make a decision on doing something to step up and take the action that will achieve satisfaction.
In my life I recognize being an early riser makes a difference in success and I desire to get out of bed every morning at 5:00 AM. Every morning at 5:00 when the alarm goes off however, the bed has grown pretty cozy and in my sleep fogged brain, it is hard to remember why I would want to leave. Many mornings my performance suffers. In the moment, the desire and values of getting out of bed are lost to the coziness of staying right where I am.
Discipline bridges the gap between desire and performance. Even if the discipline at 5:00 AM is only to look at a photograph reminding me why I want to get up at 5:00 am. If the photograph is of my dog who needs to go outside, there is a pretty emotional appeal, my desire ratchets up and getting out of bed is a much simpler task. It also reminds me of the consequences of not letting the dog out which adds fuel to the fire of getting up.
Sales is a metaphor for life performance and in sales few people like the act of prospecting. The reasons are varied and colorful but whatever the reason, they inhibit performance. The discipline for effectiveness in the moment is to remember what is in it for you to succeed at sales. We chose this career path for a reason and whatever that reason is, it is fulfilled only by finding new opportunities.
Consider this, if you are in sales for the higher level of income it affords, the discipline to remember what you are using that money for, a college education for your child, a second honeymoon, a new home, whatever it is, that discipline to remember the real value to you makes all the difference in the effort. One of my coaching clients raised their sales from $800,000 a year to over a $1,000,000. Based on a conversation we shared. While their growth and progress is inspiring to me, knowing that increase really represents a hundred kids every year who will not be bullied on their school playground moves me to action every time. So, here is my question, when you take action, what difference do you make in the world?