"You are what you repeatedly do. Excellence, then, is not an act, but a habit." - Aristotle.

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Aristotle's words may have been spoken over two thousand years ago, but it still holds true today, especially in personal and professional Sales development.

In sales, habits play a crucial role in determining success. A successful salesperson doesn't achieve their goals by luck or chance but through consistent and intentional action. They have developed habits that consistently allow them to perform at a higher level.

  • Identifying the Activities that must be done repeatedly to achieve the desired outcomes. For salespeople, this includes prospecting, qualifying, presenting, and closing deals. Once these activities are identified, they should be broken down into smaller, more manageable tasks that can be performed daily.
  • Create a Routine that includes the identified activities. For instance, a salesperson can set aside a specific time every day for prospecting, making calls, or sending emails, and another time for follow-ups or closing deals. By doing this, these activities become a habit and a part of the daily routine.
  • Commit to the Routine and stick to it consistently. Habits are formed through repetition, so performing the activities regularly is crucial until they become second nature. It's also essential to track progress and make adjustments as necessary to ensure that the routine remains effective in achieving the desired outcomes.

Developing habits that lead to success is critical to personal and professional development, especially in sales. By following Aristotle's advice and focusing on consistent and intentional action, you will develop habits that lead to success, achieve your goals, and sell smarter.