Aristotle once said, “We are what we repeatedly do. Excellence, then, is not an act but a habit.” These words still resonate powerfully in today’s sales environment.
In sales, success is rarely driven by flair or charisma alone. It comes from consistency, discipline, and the daily choices we make. At Sperto Consulting, we believe the same principles apply when building high-performing teams and scalable operations using cloud-based applications and AI. This post explores how structured routines and belief systems can drive performance, especially when amplified by the right technology.
Success Built on Habits, Not Hype
One of the most successful salespeople I ever managed was not your typical extrovert. He was quiet, thoughtful, and a little shy. Yet, month after month, he exceeded his targets. His secret? Relentless consistency.
He identified what worked, and he repeated it. No chasing silver bullets, no unnecessary improvisation. Just a solid process, executed daily. In an age where salespeople are overwhelmed by tools and trends, the real differentiator remains discipline. And when supported by AI-driven automation, that discipline becomes even more powerful.
A Framework for Growth: GROWTH
To support productive habits, we recommend adopting the GROWTH model: a simple yet effective framework to review progress monthly, quarterly, or annually. It is also a valuable structure for sales coaching and team planning.
- G = Goal: Define clear and measurable outcomes. What does success truly look like?
- R = Resources: Identify available internal and external resources, such as marketing, customer service, lead generation tools, and CRM platforms.
- O = Opportunities: Analyze your sales funnel. What is converting? Where is your pipeline strongest?
- W = Way or Plan: Create a detailed plan of action. One hour of planning can save four hours of execution.
- T = Tactics: Map out tactical interactions: internal collaboration, customer engagement, networking.
- H = Habits: Pinpoint your effective habits and eliminate the unproductive ones. Automation tools can help by scheduling, prioritizing, and reminding you of key tasks.
Weekly Sales Structure: Create a Smart Diary
A disciplined calendar is one of the most effective tools a salesperson can use. We recommend building a recurring weekly schedule, broken into one- to two-hour time blocks, aligned with your personal productivity rhythms and customer behavior.
For instance:
- Monday mornings: Not ideal for outreach. Use this time for research, planning, and admin.
- Friday afternoons: Reflect, close out admin, and plan the upcoming week.
With automation tools, this routine can be systemized. Tasks, reminders, and CRM updates can be scheduled automatically, reducing cognitive load and freeing time for higher-value activities.
Plan for Personal Commitments Too
Personal admin: appointments, errands, or car servicing, also affects your workday. These interruptions are inevitable, but with a proactive, automated calendar, they can be planned during non-peak hours with minimal disruption.
The Power of Belief
Belief is a sales superpower. Pair it with structure and action, and the results can be transformational.
History is full of experts who got it wrong because they lacked belief in the future:
- “Everything that can be invented has been invented.” – Charles Duell, US Patent Office, 1899
- “There is no reason anyone would want a computer at home.” – Ken Olsen, 1977
- “Groups with guitars are on the way out.” – Decca Records, 1962
One of the best illustrations of belief is the story of the sub-four-minute mile. For years, it was considered impossible, until Roger Bannister did it in 1954. After that, others followed. Why? Because they now believed it was possible.
Start Building Habits that Scale
Success in sales is not about chance. It is about structure, consistency, and belief, supercharged by smart tools that automate the process. Let Sperto Consulting help you design the systems, habits, and technologies to scale your team’s performance.
Contact us today to discover how we can help you automate your path to growth.