Brian LaManna breaks sales performance into three layers: daily systems like prospecting and pipeline management, committing to them as non-negotiable routines, and adopting an identity like "I make Presidents Club" that creates internal pressure to keep acting that way.
You need to take it a step deeper. Behind that is like the systems and processes that you commit to doing every single day or every single week that are non negotiable. For me it's things like prospecting and always making sure I have enough pipeline coverage. It's preparing for calls. It's how I prep deal strategy wise and thinking about different plays I can run on deals and different internal stakeholders I can loop in. And then a step even past that systems piece which I would attribute most to being able to keep that consistency is actually just the identity around what you want to be and what you want to become. For me I want to be known as that seller that always makes Presidents Club and that's that identity that I you know write on my laptop, I write that down on stickies, etc. And when you strongly identify with an identity like that you're going to naturally put I'll say a healthy pressure on yourself to live up to that identity in one way or another.
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