THE LURE OF CONSISTENCY… in Greek Mythology there is a story about the Sirens…mermaid-like femme fatales who lured ships close to shore and then watched them crash and destroy themselves on the rocks. In Sales there is a similar lure. I call it the Lure of Consistency. In order to be successful Salesperson, you are taught that…"You must be consistent, you must do the same things day after day no matter what". This makes sense but it makes one very dangerous assumption… it assumes that the things you do day after day are in fact "the right things"! In reality there are three types of consistency:
1. Low Value Consistency – the things you do are consistently non-productive, demotivating, and generally ineffective
2. Medium Value Consistency – the things you do are consistently mediocre. Sometimes effective, sometimes not…but ultimately only average
3. High Value Consistency – the things you do are consistently in the upper quartile of your profession. Your results are always in the top 25%
Here is your ACTION STEP… the "Lure of the Sirens" is that consistency in itself is not enough. You can be consistently non-productive, you can be consistently mediocre. The key is to always be engaged in High Value Consistency. Here's how:
1. Create habits that support optimum performance…the things that really pay off
2. Get up earlier and go to bed earlier
3. Constantly ask yourself, "Am I operating like a $1 million producer right now?"
4. Work all the time that you work… eliminate all interruptions and distractions (NO Excuses!)
5. Get really good at your craft… Play at the highest level, always play full out
6. Re-evaluate who you associate with (social and business)… here is a very powerful truism, "You will perform at a level equal to the expectations of those you the most spend time with". Be very careful who you give that power to!
CRITICAL POINT…High Value Consistency eliminates all the options! Simple… not easy. High Value Consistency is unique because it operates at a level that the majority of Salespeople cannot sustain. This is the difference between good and great. You have to decide if you are prepared to pay that price. You have to decide what you are prepared to give up in order to be a highly successful Salesperson. If you don't make the right choices then you will still be consistent… but your consistency will only be Low Value or Medium Value. This approach results in your "crashing on the rocks". Why not make the choice and decide on "High Value Consistency"? It's much smoother sailing that way! NO Excuses.