There's an often-quoted, always mis-attributed aphorism that goes, "If you always do what you've always done, you will always get what you've always got." It points to the fact that if you want to get different results, you have to change your activities. If you want to different outputs, you need different inputs. Sounds simple, right? But if it's simply a matter of different inputs, then why do many of us consistently fail to change our sales results? It's because at the beginning of each new year, each new quarter, and each new sales contest, salespeople sit down and promise themselves (and their sales managers) that it's … [Read more...]
The Power of Habit – Charles Duhigg
To paraphrase the quote, the secret to happiness and success lies in developing good habits and then letting them be your master. But the question that has come after that for millennia continues to avoid an easy answer: How do you create those good habits in the first place? And what if you have bad habits? How do you get rid of those? The Power of Habit provides an interesting overview of what research has shown us so far. It peels back some of the layers in the human decision-making process, and while it doesn't have as many answers as the title might imply, it's a useful guide along the path. Big Thought "Habits can be changed, … [Read more...]