I recently was working with an executive manager who needed his salespeople to increase their social media presence professionally, especially on LinkedIn. The company invested in LI training, created instructions on how to set up a profile, shared best practices, etc.
The executive noticed that one of the new—but seasoned—salespeople was procrastinating about setting up a profile and posting; the other salespeople were embracing the digital tool. The executive re-sent the salesperson all the instructions on what to do. He sent a training video. Still, two and a half months later—no progress.
The executive said the salesperson came from a company with little technology, with few online tools for salespeople. I said the salesperson needed to master new tools—not only for his own sake but especially for the company’s sake—to stay competitive in the marketplace.
I asked how the salesperson ranked when compared to other salespeople. He replied, “He’s at the bottom. In last place in most all key indicators.”
This was a classic example of someone avoiding getting uncomfortable. This salesperson was too afraid of changing (and the uncomfortable feelings that entails), even when the requirements of his job changed.
There’s a classic booklet called The Common Denominator of Success, written by Albert E.N. Gray in 1940, that is still relevant today.
The short read is about habits. We either have good habits and we achieve success, or we have poor habits and we fall short of our potential.
Gray said: “The common denominator of success—the secret of success of every man who has ever been successful—lies in the fact that he formed the habit of doing things that failures don’t like to do.”
In short: “Successful people do what unsuccessful people won’t do.”
I read this quote of Gray’s almost 30 years ago, and I’ve never forgotten it. “It is easier to adjust ourselves to the hardships of a poor living than it is to adjust ourselves to the hardships of making a better one.” Let that sink in. I see it all the time.
Success is hard, but being poor is harder.
The salesperson in my example would rather be left behind than go to the trouble of learning something new! I’m not saying learning the ins and outs of LinkedIn would solve all their problems, but I am saying getting uncomfortable and mastering a new tool would improve their chances of success.
Sometimes the key to being successful is the willingness to get uncomfortable. That’s a great habit to cultivate and practice.
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