I recently finished reading a great book that I wanted to share, Charles Duhigg’s The Power of Habit. The focus of The Power of Habit transcends industries and following the advice in the book can benefit anyone who suffers from bad habits. A bad habit could be something as small as chewing your nails or late-night binge eating or as big as smoking or drinking alcohol excessively. Are you a morning jogger who has a productive day, or are you a snooze-button pusher who tends to procrastinate? Taking a closer look at our daily routine and deciphering what can trigger these habits and how we can create healthier ones can have a dramatic impact on both our personal and professional lives.
In his book, Duhigg discusses the neuroscience behind habits and supports his argument with experiments that have been done at M.I.T. for over a decade. The science behind habit formation and the way to break your bad habits was broken down in an easy to follow flow chart (see below). When looking at what habits you want to change, Duhigg illustrates three areas to focus on: The Cue, The Reward, and The Routine.
There are many bad sales habits: talking/pitching too much, procrastination, over-scheduling appointments, ignoring customer needs, unresponsiveness, poor time management, failing to follow the sales process, not creating a sense of urgency, etc. As a manager, your role is to put your staff in the best position to succeed. If you, as the manager, have these same bad habits, they are almost guaranteed to trickle down to your staff. Observing your own bad habits and making a conscious effort to change can be very motivational for people on your team, as leading by example is one of the most effective ways to influence others. Use the flow chart above to evaluate your habits and determine if you can institute a more effective process and better habits into your sales routine.