Happy Tuesday, Reader!

Over the past two weeks, we've explored how to navigate uncertainty by aligning two critical elements of the Alignment Trinity: people and systems. Today, we complete the trinity by focusing on what may be the most fundamental element of all: habits.

As a quick reminder, sustainable business growth requires the alignment of three critical elements:

• Business systems don’t work without a firm grasp of how to align with people.
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• Even aligned people will not succeed sustainably without solid business systems.
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• Any long-term project boils down to what we do every day, so aligned habits are critical to the success of any individual or company.

(Habits are easier to establish and maintain with accountability. Book a call with me to determine if our unique approach would be a good fit to help you and your team integrate habits that support the success of your company.)

We've discussed connecting with stakeholders through heart-focused breathing and the "which means" technique. We've explored cashflow-first systems realignment. Now, let's talk about where it all really begins—the foundation of habits alignment.

The small things we do every day sustain us even when big things try to get in the way.

Habits are challenging enough for individuals to establish and maintain. They're even more difficult to instill at the organizational level—difficult, but not impossible, because the payoff is worth it. With consistent habits, everything becomes exponentially easier.

Focusing on habits alignment allows us to put certain activities on auto-pilot, freeing our minds for the big-picture thinking required in uncertain times. (Think Elizabeth Warren wearing the same black outfit with the same jewel-tone jacket, just in a different color every day—it’s one less decision to make so she can focus on what matters.)

The Most Important Habits to Realign When Times Are Tough

When uncertainty abounds, one area deserves particular attention: Sales and Marketing habits. Why? Because sales can cure everything.​

The keyword here is CAN. Sales alone won't solve all your problems. As we discussed last week, sales without attention to margins and cash flow can actually create problems. However, when appropriately managed, sales creates the cash that unlocks solutions to many business issues.

The 3 Sales & Marketing Habits that Make Everything Else Easier

1. Track Your Team's DAILY and Weekly Sales Activities

It always surprises me how few small business owners actively track sales and sales activities closely. This habit is critical when times require extra effort.

What gets managed gets noticed. What gets noticed gets the follow-through.

When times are chaotic or uncertain, it's easy for prospects and referral partners to prioritize other things, waffle on decisions, or forget about the opportunity of working with you. It's up to you and your team to stay engaged and relevant. Not to mention, if we know on the 10th of the month that we're behind where we need to be, it's still possible to do something to catch up.

Daily or weekly tracking takes courage. It means not hiding from the reality of what is right now. And, it's the key to staying in alignment when the world is shifting fast.

2. Commit to Logging 100 Points Each Week on the VIP Scorecard

Referrals will save you (yes, I said it). When times are tight, the company with the strongest referral network wins.

Curating a strong referral network takes time and attention. So, it can be the first thing to slip when day-to-day sales seem hard. Don't let that happen to you!

Like an impactful exercise routine, using the VIP Scorecard networking method helps you stay accountable. Each activity contributes to building a network that will sustain you when traditional marketing channels falter.

Aim for 100 points weekly. It's a habit that compounds in value over time, creating a safety net of relationships that matter.

3. Set Up for Tomorrow Before Signing Off Today

You might be wondering why this is a sales technique, but I am 100% committed after over 20 years of sales experience as a sales manager, trainer, and selling myself.

Here's why: Sales activities are hard. They require courage and a willingness to feel rejected. So, most of us spend a good portion of each morning avoiding the sales stuff with the busy work we label "preparation."

But you can trick your brain into getting to it faster each day. How? By completing the busy work at the end of the day, when you're not so fresh for big tasks anyway. Then, stage your next day's most important sales tasks before signing off.

That could look like…

• Opening the first client follow-up window on your CRM on your laptop so it's staring you in the face when you unlock your screen in the morning...
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• Laying a thank you card with a stamped envelope on your keyboard so you can write that note first thing in the morning...
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• Loading the estimate route on your GPS and reviewing tomorrow's scheduled estimates at the end of the day so you can get in the truck and press "Go" first thing in the morning...

The most critical sales activities look different for different businesses and position types, but whatever yours are, trick your brain into clearing them as early as you can each day.

Get personalized guidance on building habits for a sustainable foundation.

Taking an intentional pause to align your habits is the final piece of creating resilience in uncertain times. When daily routines support your strategic goals, and your people are aligned with your mission, you create a business that can withstand—and even thrive during—periods of change.

​Our Summer Strategy Sessions are especially important in a year that has imploded even the best-laid strategic plans. Book full- or half-day sessions on-site at your location or in our offices in Lexington, KY.

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Schedule a call now to chat with me about what’s possible.

Until next time,

Renia C.

P.S. - Need more time to plan? Consider scheduling Fall Strategy Retreats instead. Schedule a call for more info. ​

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