A while ago we did a survey of our readership and followers and got a few hundred responses. One question we asked was: "What is your biggest sales challenge?"

Here's what the responses revealed:

30.00% – Consistency and self-management

23.08% – Getting leads

19.23% – Prospecting (cold calling, etc.)

7.69% – Sales technique: presenting and closing

Let’s pause here.

I assumed people would be all over better leads. Or better closing skills. But the #1 issue?

Consistency and self-management.
What does that tell us?

Most people know what to do. But it’s the doing it consistently part that breaks down.

Here’s the uncomfortable truth: You need to stop letting mediocre results feel acceptable.

I see this happen in our 21-Day Challenges. 

I'm calling it: complacency creep. 

When your results are fine or enough so you stop aiming higher, justify it, and tell yourself it’s "not that bad."
And slowly, you build a business on low expectations, not bold goals.

Raise your standards. 

Go get one more No today not because you have to but because your next level is hiding behind it. Remember, if you are coasting... you are going downhill!