Happy Tuesday, Reader!

If you've been following along these past two weeks, you've done some important work. I've shared tools for reconnecting with your people and taking a hard look at the systems carrying your business forward. Today, we complete The Alignment Trinity™ with what may be the most fundamental element of all: our habits.

As a quick reminder, sustainable and resilient business growth requires a critical alignment of people, systems, and habits. When people are aligned, they can build and maintain better systems. And when the right systems are in place, the right daily habits are what make them stick, especially when the world keeps shifting around us.

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.

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Notice I chose the word difficult, not impossible. And, the payoff is worth it. With consistent habits, everything becomes exponentially easier.

Focusing on habits alignment allows us to put certain activities on autopilot, 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.
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The most critical sales activities look different for different businesses and position types. Whatever yours are, trick your brain into clearing them as early as you can each day.

Habits Are the Foundation That Makes Everything Else Work

Aligning your habits is the final piece of creating a resilient, sustainable business. When your daily routines support your strategic goals and your people are aligned with your mission, you build something that can withstand (and even thrive during) periods of significant change.

That's what The Alignment Trinity™ is really about. Not a perfect plan or a chaos-proof strategy, but a business grounded in the right people, the right systems, and the right daily habits to keep moving forward together.

If you'd like support putting all three elements into practice, our Summer Strategy Sessions are now booking for July and August. This 2-day intensive gives you and your team the structured space to assess where you are, realign what needs to shift, and build a concrete plan for the second half of the year. Meet us at your location or join us at our offices in Lexington, KY.

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

Until next time,

Renia C.

P.S. - Is summer not the right timing for your business? Our Fall 2-Day Strategy Retreats are booking now. Contact us to find the right fit for your team. Schedule a call for more info. ​

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