Focus or Discipline?
A great many of my coaching clients ask for help with focus. They are easily distracted and stray from doing the important. As I was on the final push for the summit of Mt. Kilimanjaro this past July, I asked myself what would get me to the top. I had plenty of focus. I had known my goal for a year. I had spent the previous four days climbing to get to this opportunity. In the rare thin air of 19,000' above sea level, it was not focus that got me to my goal. It was discipline. Doing what was necessary. Repetitively.
You need to prospect. You need to delight customers every single time. On your worst day, you need to be excellent. When you don't feel like it, you've got to put in the extra effort. Focus is important. But doing the activities that are going to open opportunities must be done. Even when it's tough. Even when you don't feel like it. Even when something more interesting comes along.