{"id":2469,"date":"2020-01-18T04:30:28","date_gmt":"2020-01-18T10:30:28","guid":{"rendered":"https:\/\/top1.fm\/DailySalesTips\/?p=2469"},"modified":"2020-01-16T22:50:45","modified_gmt":"2020-01-17T04:50:45","slug":"sales-tip-364-start-slower-apply-a-negative-split-strategy","status":"publish","type":"post","link":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-364-start-slower-apply-a-negative-split-strategy\/","title":{"rendered":"Sales Tip 364: Start Slower – Apply a Negative Split Strategy"},"content":{"rendered":"

\"Scott“I know that if I\u2019m consistent in my habits and core activities, the resulting goals become more or less automatic. The key is consistency.” – Scott Ingram in today’s Tip 364<\/p>\n

What works for you?<\/strong><\/p>\n

Join the conversation below<\/a> and feel free to connect with me on LinkedIn!<\/p>\n

scott@top1.fm<\/a>
\nScott Ingram on LinkedIn<\/a>
\nSales Success Stories Podcast<\/a>
\nSales Success Stories Book – 60 Stories from 20 Top 1% Sales Professionals<\/a>
\nSubmit a Sales Tip<\/a><\/p>\n

Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442<\/strong> or Email: scott@top1.fm<\/strong><\/p>\n

Transcript<\/h3>\n

Scott Ingram: You\u2019re listening to the Daily Sales Tips podcast and I\u2019m your host, Scott Ingram. According to Strava who has a TON of athlete data, including a lot of my own, January 19th is \u201cQuitter\u2019s Day.\u201d That\u2019s the day that the largest number of people break their New Year\u2019s Resolutions. 19 days\u2026 Last I checked a year is 365 days long, then 2020 is actually 366 days long because this is a leap year. This reminds me a lot of some really bad races I\u2019ve run. I started out way to fast and totally flamed out. The whole rest of the race ended up being one big struggle. Seems like the same thing is going on here, and I\u2019ve certainly been guilty of this. Whether it\u2019s been the start of a new year or starting a new role, I\u2019ve busted out sprinting at an unsustainable pace. The solution to all of this is another racing strategy called the negative split. Wikipedia describes the negative split as a racing strategy that involves completing the second half of a race faster than the first half. It is defined by the intentional setting of a slower initial pace, followed by a gradual or sudden increase of speed towards the end of the race. The same article suggests that the advantages of this strategy are that it helps build discipline, subverting the natural instinct to begin running as fast as possible.<\/p>\n

Progressively increasing speed in any race allows the runner to focus on passing each person running directly ahead. In every race that I\u2019ve personally done well in, and felt good about, this is why it went well. I started out conservatively and was able to continually build speed and momentum throughout, and with any luck still had enough for a solid sprint at the finish.<\/p>\n

So think about how this might apply to your year. I don\u2019t remember if I\u2019ve talked about this publicly or not, but most of what I do can be better described as habit setting rather than goal-setting. I know that if I\u2019m consistent in my habits and core activities, the resulting goals become more or less automatic. The key is consistency. It\u2019s pointless setting up activity goals that are only sustainable for a short period of time. Instead, I personally think it makes more sense to start at a pace that\u2019s slower than what you know you can maintain. Then slowly, incrementally and methodically continue to build and build until you\u2019re just a monster of execution.<\/p>\n

I believe that is a far more sustainable strategy. That will keep you from giving up on your new personal strategy after just 19 days, and instead put you on a track to keep it going for 190 days and beyond, and not just keep it going, but continuing to build. Building your endurance, your stamina, your confidence, and if you do all of that. It\u2019s almost impossible to achieve the results you desire.<\/p>\n

Maybe you\u2019ve already fallen off yourself. It happens to all of us. Don\u2019t feel like you\u2019re done for the year and give up. That\u2019s nuts. January 1st is totally artificial. Look at your own planned actions and do a reset. Or maybe you\u2019re still on track, but you know your on a collision course with burnout or another issue. Re-evaluate those goals and give some thought to potentially backing off a bit for now and giving yourself some room to grow.<\/p>\n

There\u2019s just something psychologically gratifying about achieving consistently and at ever-increasing rates. It builds a ton of confidence, which becomes a powerful positive feedback loop that keeps you going. Instead of putting yourself in a position where after just a couple of weeks you feel like a failure and feel like you\u2019ve messed up yet again, which is a downward negative spiral that you definitely don\u2019t want to associate with.<\/p>\n

Anyway, that\u2019s what works for me and what I have to constantly remind myself of. What works for you? I always love hearing from you. Feel free to connect with me on LinkedIn<\/a> and send a note, or just email me at scott@top1.fm<\/a> or you can always comment on these tips and you\u2019ll find this one at DailySales.Tips\/364<\/a><\/p>\n

Then be sure to come back tomorrow for another great sales tip!<\/p>\n","protected":false},"excerpt":{"rendered":"

“I know that if I\u2019m consistent in my habits and core activities, the resulting goals become more or less automatic. The key is consistency.” – Scott Ingram in today’s Tip 364 What works for you? 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