BY Tim Londergan
My brother-in-law took several pre-law classes while in college. He had no intention of becoming a lawyer. But this was a case of a proven sales practice helping to launch a prosperous career.
Mainly, he was pursuing course study in commercial real estate, and he believed the legal perspective would advance his understanding. This attempt at self-improvement and the willingness to step outside his comfort zone was a clever move. He’s achieved success and enjoys a rewarding lifestyle.
How Do You Make a Habit of Proven Sales Practices?
Occasionally, we all have the urge for a change-up. Maybe it’s a new workout routine, a healthy diet or even that annual New Year’s resolution. Interestingly, only about 9% of people stick to these promises.
So how do you address the challenges of your B2B sales career? Sure, there are things you could improve, but how long would it take to get there? Then, once you get started, how do you stay motivated?
Forming a habit takes about two months
According to a study by Scientific American, it takes an average of 66 days to reliably incorporate a new daily activity. Further, they say consistent repetition is the biggest factor influencing this automatic daily pursuit.
Habit formation depends on the complexity of the endeavor
A handwashing pattern matures more quickly than a gym workout habit. Compliance, it seems, is skewed by complexity and effort required. Therefore, adopting proven sales practices can take longer than merely improving your hygiene.
Create a plan and be specific
Adopting a habit takes commitment. Likewise, being specific in your planning helps you be accountable. An app tracker or a good friend can make you more answerable for your behavior.
Reward yourself for following through
Set up a reward for achieving your intermediate goals and don’t delay gratification. Studies show a reward is more effective if received during the task. Also, pairing behaviors with steadfast cues can train your brain for wholehearted acceptance of proven sales activities.
Proven Sales Practices Can Yield Enduring Success
Achieving personal growth is a challenge well worth pursuing. Whether it’s directed toward your career or your relationships, there are practices you can embrace to ensure success.
Anthony Iannarino is a B2B sales coach and best-selling author who teaches the habits of proven sales practices. What’s more, he has witnessed people try and fail because they gave up on themselves. In this article, he reveals strategies to overcome life challenges and achieve lasting success.
Echoing the discussion above, Iannarino asks participants to commit at least 60 days of consistent effort for meaningful results. His strategies for personal growth are capsuled in 10 proven sales practices. Let’s look at a few:
The strength of commitment
Management consultant Ken Blanchard said, “When you're interested in something, you do it only when it's convenient."
"When you're committed to something, you accept no excuses, only results.” This is the level of dedication required to make life changes.
Reinforce your motivation with visualization
Imagining success brings it much closer to reality. Visualize yourself as a trusted advisor and work back through the steps that got you there. Latch on to that scene to dispel any self-doubt.
Divide your plan into bite-sized targets
Chunking your overall strategy is easier than swallowing it all at once. Take each piece individually without worrying how much farther you have to go.
Step outside of your comfort zone
Take a course in finance or physical science to expand your world view. Learn more about your industry than your competitors could ever understand. Expanding your world is a proven sales practice that pays big dividends.
Establishing lasting habits takes about two months. Adopting proven sales practices requires commitment and sustained motivation. But your personal and professional growth is worth every effort.
Photo by Madison Inouye on Pexels
