Discipline Leads to Success

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Discipline Leads to Success

“ Discipline is the bridge between goals and accomplishment.” - Jim Rohn

George Washington once said that , “ Discipline is the soul of an army. It makes small numbers formidable; procures success to the weak, and esteem to all. “ Salespeople are some of the most disciplined human beings that I know. Zig Ziglar reinforces this principle by stating, “ If you do what you have to do when do not want to do it, you will eventually be able to do what you want to do when you want to do it. “ Discipline is the key that unlocks that door.

But what is discipline, really ? Is this a well received message in our “ have it your way” society ? The root of the word is Latin, and it means “ to learn”. Webster further expounds on the meaning by stating, discipline is ,” education ; instruction; cultivation and improvement …”  .  A soldier learns discipline during Basic Training so that no matter how bad the situation gets that he confronts during warfare, his muscle memory and discipline kick in to do what is necessary for him to survive .  How does a salesperson learn ? We obviously have a plethora of tools available on the Internet with videos that contain great instructional information, web courses and streaming information. This is an important part of our education, but our learning doesn't stop there. We cannot absorb only head knowledge and expect to have a full grasp on our profession. We may have a college degree behind our name, but that doesn’t mean that we understand how things really work in life. That type of knowledge only comes through experience.

There’s a saying that “ life is the hardest teacher, because she first gives the test, then teaches the lesson. “ I have found this to be true. We learn discipline through hard knocks, rejections, failed projects , slammed doors, and refusals. We learn discipline and perseverance by pressing through the tough times, and doing what we have to do when we don't feel like doing it. In many ways, the old weightlifting mantra remains true, “ no pain, no gain”. When we accumulate knowledge through our sales experiences, it settles down into our souls as something that becomes wisdom for the future. In high school, working as a fry cook, I received second degree burns one night as I slipped on a tile floor carrying scalding hot water. Do you think that is an experience that I will ever forget ? Never. I’m sure you have been “burned” before by specific experiences that have marked you as well. These things can make us bitter or make us better, depending on how they are received and processed. When we learn from our experiences, we are learning discipline. All hard work is discipline.

Some salespeople lack discipline. Some want an easy way out, and when they find out that being a sales professional requires a lot of persistence, mental focus and stamina ; they either coast or jump ship. When we try to cheat the system, or take short cuts, at the end of the day ,we hurt ourselves the most.

The disciplined rep makes that one last sales call. He or she picks up the phone, pushes through the call reluctance,  and cold calls that new opportunity. The disciplined rep powers through that paperwork, though inside they may be hating it. The instructed salesperson keeps up on their expenses, and gets it done every week. Discipline causes us to lace up our Asics and run when we don’t feel like it. It helps us to say “no” to that addictive food or beverage that we know will reduce our productivity, and make us feel like crap.  The disciplined rep does what they have to do, even when they don’t feel like doing it, and they begin to see the rewards for their actions. Yes, we all experience setbacks, and even positive people have bad days ; but they don’t get a PO box and live there ! We may get the wind knocked out of our sails, but we pick up the oars and keep paddling. Disciplined sales reps start winning more . They see their goals fulfilled. Choose the path of self-discipline and  accomplishment.

“ We must all suffer one of two things: the pain of discipline or the pain of regret or disappointment. “ - Jim Rohn

“ Winners embrace hard work. They love the discipline of it, the trade-off they’re making to win. Losers, on the other hand, see it as punishment. And that’s the difference.” - Lou Holtz