noun, verb, -plined, -plin ing. -noun 1.training to act in accordance with rules; drill: military discipline. 2. activity, exercise, or a regimen that develops or improves a skill;
Discipline can mean a lot of things. As it relates to business development, it means self-control, orderly conduct. I love discipline because it’s all about efficiency and laser focus. You can apply it to achieving any goals. Here we’re specifically talking about sales.
I’m a big fan of Malcolm Gladwell and loved his book, Outliers. In the book he describes the 10,000 Hour Rule. Malcolm believes that the key to outrageous success in any field is practicing simple tasks for 10,000 hours. That means that if you work on sales calls, emails, and asking questions for 40 hours per week it will take you a solid 5+ years to be outrageously successful. That’s discipline to an extreme. Malcolm describes how the best of the best achieved success by spending at least three hours a day for a decade mastering one’s chosen field. It’s an enduring commitment to excellence.
In a more day-to-day sense, discipline means have crystal clear priorities and learning to say “no.” We train teams on The Whale Hunters Process, using our Target Filter tool to discipline their sales targets. It’s a tool to help teams say “no” to prospects or opportunities outside the best fit for their company. And it’s critical to whale hunting! You must have a system that narrows the scope of your sales efforts.
*We are in no way advocating the use of a sniper rifle on prospects.
Use whatever metaphors or analogies you like, The Whale Hunters Process teaches discipline. It’s easy to say and not so easy to do. How often have you been distracted with a shiny-object-sales-opportunity? Teams or individuals in sales need discipline to be successful. The courage to say “no,” be strategic, and commit to excellence through practice. That dis-uh-plin is what divides hope from the real deal. This quote below says it all.
Discipline is the bridge between goals and accomplishment. -Jim Rohn
Love Gladwell’s books, such a great author. I think discipline comes down to rinsing your cottage cheese (Jim Collins).
Yeah Tim, that’s a great example. First, you’re eating cottage cheese instead of cheese cake. Second, you’re reducing excess calories from the cottage cheese. Focus. Intent. Thanks for commenting!