"STARTER" MENTALITY…the highest paid position in major league baseball is usually the Starting Pitcher. On the average they are paid more than any other position on the team… they hold the same rank as a quarterback in football or a CEO in business. Why are starting pitchers paid so much money? Two main answers:
1. The "degree of difficulty" for what they do is very high. There is a definite precision necessary to be successful. There is very little margin for error.
2. They must perform consistently at day after day after day. One mistake can be disastrous. Just "winging it" is not an option.
Baseball's insiders will tell you that invariably a Starting Pitcher is a creature of habit. They do the same things, the same way over and over. Why? Because it works… they figure out their own formula for success, they figure out what works best and repeat the process over and over. What we don't see as spectators is how this "habit mentality" carries on between starting assignments. Starting Pictures typically perform in a rotation every four days. For those four days between games, they have a multitude of habits that they follow no matter what city the team is performing (what they eat, how they sleep, how they practice, how they exercise, etc.). The point to all this is to recognize that following a series of habits… creating a routine, works extremely well. It works for Starting Pictures and it works for Superstar Salespeople.
Here your ACTION STEP…Salespeople who follow a routine get more done. Create some winning habits. As Dr. Phil McGraw said in his first book, "Life Strategies"… "People do what works.". Make sure you do what works. If you want to get more done, if you want to be more efficient, then start with developing a series of habits for your Sales Business. Here's some ideas…
KEY HABITS IDEAS
1. Time for bed, time to get up
2. Exercise at the same time every day
3. Prepare your lead generation plan and phone numbers the day before
4. Call a set number of Past Clients and Centers of Influence every day
5. Ask everyone you meet for referrals…everyone
6. Plan specific days off every week
You don't have to be a "creature of habit" in everything you do. Just be habitual for the "must do" parts of your life. The things for which you want to create predictable results. Do the things that will get you to your goals in the same way every time. This is not the place for improvisation. Key Point: at the same time, don't eliminate all spontaneity 24 hours a day. Allow time for fun, allow time for freedom from routine. A good mixture of habits and spontaneity will provide a balanced lifestyle. Too much of one or the other is not advisable. If you work on your habits first, you will have more time to be spontaneous in the "off hours". Think like a Starting Pitcher. Put yourself in a position to start pitching "no-hitters" right away. NO Excuses.