Welcome to Mindset Monday by the Sales IQ Podcast. I'm your host, Luigi Prestinenzi, and I'm here to help you be the best you can be. Everyone has the potential to be the best version of themselves they can be. Sometimes things prevent us from capitalising on that awesomeness that is sittingdormant inside of you. This podcast is about helping you unlock that potential by focusing on one thing that can help you be the very best you can be.

"I accumulated small, but consistent habits that ultimately led to results that were unimaginable when I started." And that's a quote by James Clear the author of Atomic Habits. And why is that my quote for this week?

Now we're building on last week's episode with Meredith Elliott Powell. If you haven't listened to that episode, take some time to go back and listen to that incredible episode because Meredith who's the author of THRIVE: Thrive: Strategies to Turn Uncertainty to Competitive Advantage and we talk about a whole host of things that can allow salespeople to sell during any economic environment.

One of the aha moments that I had listening to that episode, because I listened to it a couple of times, because there was some nuggets that Meridith  shared. The biggest sort of aha I had was the power of consistency and why consistency can be our competitive advantage.

Now, let me break that down. If you're in sales, you're chasing some form of target. We work in a high pressure. We have a target. We have an objective and we're judged on our ability to achieve that objective. That pressure can create a bit of stress. And when you look at the overall, number it can be a little bit daunting.

It can be a little bit overwhelming, but this is why the power of consistency is so important. It's about breaking the number down into small bite size chunks. It's about looking at one of the actions that I need to do every single day that's going to lead me to the outcome that I'm looking to achieve because at the end of the day, focusing on the result is the wrong focus.

The result occurs as a byproduct of the actions that we take, the actions that we take each and every day, and they don't need to be massive actions. It's not as if we're going to start and going, right. My target is X. I'm going to hit that target today. It's virtually impossible, unless, unless you've been sandbagging, unless you've been sandbagging holding off deals, knowing that I can start the year with a bang.

Right. And look for some, some people do that. You might've got to the end of last year, gone look this year, right off, I'm going to save some of those golden deals. I'm going to open the year and give me that momentum that I need to really accelerate turn 2022 into a great year. But regardless of how you look at this, it's the power of consistency.

And it's about the small things that we do every day. It's about the small things that lead to major results. And in sales, when we think about our, as a sales professional, even as a marketer, right? It doesn't matter what part of the revenue engine you're sitting on. You know, if you're, if you're the top of funnel or even you for the active funnel part, there are things that we need to do today.

There are things that we need to do each and every day, there are activities, revenue generating activities that we must be focusing on all the time. But breaking it down into bite sized chunks. Isn't, what's going to allow us to really go right this quarter. My pipe might be empty, but instead of focusing on the fact that my PO I'm going to focus on the things that I can control today.

And we talk a lot about this on the sales IQ podcast, the circle of control and the circle of things that we simply cannot control. This is all about owning this. This is all about going to the circle of control. And going right. What are the things that I need to do each and every day, that's going to build up and build up over time so that I can achieve the result that I'm looking to achieve.

And that's why that quote from James clear is, is really powerful for me and how it's built on the episode that we had with. And we're almost at the end of month, one in 2022, it's N you know what? One of the things that I have learned is, is as I'm getting older time seems to be going faster. We can't slow down time.

It's just a matter of the choices that we make with the talk, have the choices that we make and where we choose to spend the limited time that we have. And this is where that consistency comes into it. If there are three or four things that we need to do everyday, or two things. Uh, non-negotiables that we need to do every single day, that will lead us to a path of success.

And it's about making a choice that we're going to focus on those things every single day. And if there have been things that, you know, didn't allow you, that you didn't focus on last year, and when you reflected on the, that was the. TSL man, uh, probably should have spent more time on X or had spent more time on X.

Uh, might've had a different result. If that was a conversation you had with yourself, then my challenge to you is how will you taking that and making that those habits? How are you putting that into your daily routine, your daily rhythm, your operational rhythm, so that they happen every single day, because we know that those small.

Changes that we can make. We consistently focus on the revenue raising activities that lead us towards our goal. We know that it can have a material impact on us achieving that goal. So if this is a message that's resonated for you or someone, you know, needs to hear this, please like write and share this or create these content to help you be the very best sales professional you can be.

This episode was digitally transcribed.