A Discipline Manifesto for Salespeople


Share on LinkedIn

Discipline Manifesto for Salespeople

Okay, “manifesto” is a big word, true. But discipline is HUGE.

Eat your vegetables.

Get enough sleep.

Work hard.

Spend time with family.

Work out regularly.

We know all these things, but doing them consistently takes tremendous discipline. Take just the last one: working out.

Some people realize that in order to truly commit to getting in great physical shape, they must hire a personal trainer. And what exactly does that trainer do? Your trainer pushes you to get up out of bed. You know that he will be waiting for you at the gym. The trainer works on your technique so you don’t injure yourself. And he pushes you beyond your comfort zone. Why?

Because he knows that’s the only way we become finely-tuned engines.

Same as it is with selling. Sometimes, we need someone to push us, challenge us, and possibly yell a few choice words at us. As you read this “discipline manifesto,” just picture that someone who you respect is watching and waiting for you to show up.

Discipline Manifesto: Do…

Pound out 20 calls a day to new people using a tight, concise script.

Write thank you NOTES (not emails).

At the next event you go to, resolve to talk to at least 40 people.

After you meet someone and get their business card, turn it over and write something about them that you will remember.

Surround yourself with people who can teach you something.

Read that book that you’ve been putting off.

Get ahead of the August vacation slump and schedule September meetings NOW.

Be bold and humble at the same time. (Be a magnet, not a bulldozer.)

Discipline Manifesto: Don’t…

Do only the easy stuff every day.

Check email every hour.

Look at your phone in a meeting…ever.

Ask someone to meet with you without bringing something of value to them (article, insight, idea).

Recommend someone read something unless you’ve read it yourself and you’ve distilled the “three clear points” of them (in case they don’t have time).

Show up at a meeting without one or two impact questions.

Forget to acknowledge and thank your support team.

Why You Must Pick One and Master It

If I can play the role of your personal trainer here, I ask you to pick one of these and execute it. I firmly believe that we can’t improve 7 things at once. Challenge yourself to nail one of these, and then go back to the list and pick another. It takes discipline to choose one, master it, and continue to develop.

With any of these, imagine you are coming around the final turn on a track, and there are only 100 meters to go..

Here’s what I say to you: DIG….DIG….DIG….DIG….DIG.

In a short time, you will be a disciplined machine.

Need a discipline nudge once a month?

We send a monthly sales tune-up newsletter to over 2,000 salespeople and sales managers. If you haven’t subscribed yet (gasp!), you can view our most recent issue and subscribe at the bottom of our homepage.

Leave a comment below and let me know about a situation that you often encounter that could use a dose of discipline. We’ll target these situations in our next sales tune-up newsletter!

Republished with author's permission from original post.

Craig Wortmann
Craig Wortmann is the CEO and Founder of Sales Engine, a firm that helps companies build and tune their sales engine(s). He is also a renowned professor of entrepreneurship at the University of Chicago's Booth School of Business. His course, Entrepreneurial Selling, was ranked by Inc Magazine as one of the Best Courses of 2011. Craig published his book What's Your Story?: Using Stories to Ignite Performance and Be More Successful in the same year and continues to speak on the topic of using stories in the sales process.


Please use comments to add value to the discussion. Maximum one link to an educational blog post or article. We will NOT PUBLISH brief comments like "good post," comments that mainly promote links, or comments with links to companies, products, or services.

Please enter your comment!
Please enter your name here