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The Power of Consistency

In our modern world, where instant gratification is often sought after, the concept of consistency can easily be overlooked. However, it is through consistent effort and dedication that we build the foundations for success. If we stopped long enough to ponder for a moment, it’s obvious that almost anything we’d like to do well, strive to achieve, or consider important enough to master requires consistency.

In my May newsletter to my students and parents (side hustle, karate Instructor) I spoke to them about the importance of constancy. Like many of us on the self-improvement journey I’m always thinking about the intersection between my personal life, passion, purpose, and goals and that of the corporate world I operate in.

Let’s face it they are intricately linked given I’m the same person in both environments. In this article I want to share my thoughts on the criticality of consistency and how that relates to the business space I’m familiar with – that of business to business (B2B) sales.

Consistency is a powerful life lesson, no-matter your age, gender, or role in society. Yet how do we embrace the mindset that small incremental steps lead to great achievements. Just as the ancient proverb goes, "A journey of a thousand miles begins with a single step."

Another benefit of consistently doing the hard things daily is the personal growth that ensues. As we push ourselves to go beyond our limits and embrace the discomfort of maintaining focus, we develop mental and physical strength. We learn to overcome obstacles and adapt to new situations with confidence. This resilience becomes the cornerstone of success in all aspects of life.

In the words of the Stoic Epictetus “It's so simple really: If you say you're going to do something, do it. If you start something, finish it.” This quote beautifully encapsulates the stark simplicity of the what’s required but understates the difficulty of the action.

If consistency is achieved through taking small steps repeatedly and regularly then what better way to aid success than have a plan.

Here’s a 7-point list I find useful, taken from an article I wrote a few years back on what it takes to become a champion. Creating a simple framework that can wrap around the project or objective you’re working on and is easily repeatable affords us the best opportunity for success.

1.    Set big goals.

2.    Set clear goals.

3.    Plan a routine.

4.    Know that everyday matters.

5.    Track & celebrate progress.

6.    Build a no-matter-what mindset.

7.    Commit.

As knowledge workers we intrinsically understand the importance of goal setting, the value of hard work, how to deal with losses, and what it means to practice our craft, and the preparation required for that.

Here are three practical takeaways we can use from the pointers above to harness the power of consistency:

1.    Set Clear Goals and Develop a Routine.

Consistency starts with setting clear goals and developing a routine that aligns with those goals. Identify what you want to achieve and break it down into smaller, manageable steps. Then, create a daily or weekly routine that incorporates these steps and stick to it consistently. This will help you stay focused, motivated, and make progress towards your goals.

2.    Track Your Progress and Celebrate Milestones.

Keep track of your progress to stay motivated and hold yourself accountable. Whether it's a habit tracker, a journal, or a digital tool, monitoring your consistency can help you see how far you've come and where you can improve. Additionally, celebrate milestones along the way to acknowledge your efforts and maintain motivation. Rewarding yourself for consistent action reinforces the positive behaviour and makes it more likely to continue.

3.    Embrace Small Wins and Learn from Setbacks. 

Consistency is not always about big leaps and overnight success. Embrace the power of small wins by acknowledging and celebrating even the smallest achievements. These small wins build momentum and confidence, making it easier to stay consistent in the long run. At the same time, setbacks are inevitable on any journey. Use setbacks as learning opportunities and adjust your approach if needed. Remember, consistency is about staying committed and resilient, even in the face of challenges.

In the B2B enterprise environment. Consistency brings a plethora of benefits that not only enhance the performance of salespeople but also foster trust, rapport, and long-lasting relationships with customers.

Whilst there are many benefits we could review, I wanted to highlight the ones I believe create enough of a difference to matter.

1.    Reliability and Trustworthiness.

Consistency in delivering on promises and meeting commitments builds trust with B2B buyers. When a seller consistently delivers high-quality products or services, meets deadlines, and provides excellent customer support, it establishes a reputation for reliability. Buyers are more likely to choose a consistent seller over others because they know they can rely on them to deliver as promised.

2.    Consistent Customer Experience.

B2B buyers value consistency in their interactions with sellers. A consistent customer experience ensures that buyers receive the same level of service and attention throughout their journey, from initial contact to post-sales support. This includes consistent communication, pricing, and problem-solving approaches. When a seller consistently provides a seamless and positive experience, it differentiates them from sellers who may be inconsistent or unreliable.

3.    Expertise and Thought Leadership.

Consistency in providing valuable insights, industry knowledge, and thought leadership can position a seller as an expert in their field. When a seller consistently shares relevant and insightful content, participates in industry events, and demonstrates expertise in solving customer challenges, they differentiate themselves as a trusted advisor. Buyers are more likely to choose a seller who consistently demonstrates expertise and adds value to their business.

Instinctively we know turning up consistently gets results, yet it remains aloof. What deliberate action can you take in the week ahead? Perhaps creating yourself a framework that’s easily repeatable, like the 7-point list is a starting point?

Your ability to deliver consistently will set you apart from the pack. It’s starts small and builds over time. The great Pyramid of Giza took 20 years to build by some 20,000 skilled workers and remained the tallest man-made structure for 3800 years.

An epic achievement and yet it was built by placing one stone on top of another with precision and consistency until complete.


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