The Consistency Myth

How can I be more consistent?”

What new salespeople ask me.

However, it’s the wrong question.

Here’s why.

Consistency is often viewed as the thing that separates average reps from top performers. It’s important, but not what you should start with.

What should you start with?

Getting good.

You can make 200 dials every week and still suck at cold calling.

Here’s how you get good.

1. Identify a good rep.
2. Observe what they do.
3. Do what they do.
4. Ask them feedback.
5. When the good rep says you’re doing it right, you’re getting good too.

Consistency is a byproduct of good.