CHOOSING A BEHAVIOR

You have done your homework. You have reached out to those around you personally and perhaps professionally too. You have dialed up your sensitivity to others and your own voice through targeted noticing. By now you should have at least narrowed your search for what to stop doing with your customers.

We’re hoping you may have even discovered some new motivators in the process. What next, then? Selecting a behavior. It’s time to choose what ineffective habit you would like to curb in relating to others.

In setting yourself up for success in a final selection of a habit to work on, there are two key concepts to keep in mind: because of versus in spite of and the laws of energy.

Because Of versus In Spite Of

We think that people in the sales profession are uniquely susceptible to confusing these concepts in that salespeople tend to receive the acknowledgment of performance (read, sales reports) and the reinforcement of their achievement (read, commissions, incentives, bonuses, or spiffs) on a constant basis. Whether on a quarterly, monthly, weekly, or even daily basis, salespeople receive data and rewards at a far more hectic pace than that experienced by their staff counterparts.