How Habit Tracker Exercises Affect change in teams? Why is change so hard? Because it is comfortable, because it requires little thought, and because it becomes a ritualized response to routine stimula. 45% of our everyday behaviors are repeated in the same context and location (Neal, Wood, & Quinn, 2006) Habits are the regular response cued by specific circumstances and events formed through regular repetition. They happen primarily outside of conscious awareness, and play a critical in supporting long-lasting change in behavior. (Stawarz, Cox, & Blandford, 2014).
Aristotle asserted that “We are what we repeatedly do. Success is not an act but a habit.” So how do we change habits? Here is a three-step exercise to Track your Habits and implement new ones to lead to better outcomes.
Step 1 Understanding and Tracking Habits
Everything that is a habit is actually a choice. These micro choices, made subconsciously, are habits. Breaking habits does not have to be a punishment just as starting new habits with positive outcomes, does not need to be a chore. Tracking and adding habits can have remarkable results overall. When you track a habit you record, without judgment, your daily processes.
Step 2 Is your Habit really a Habit? What to track?
When choosing a habit to track, be specific.. The following are questions from Positive Psychology, to weigh whether to track the habit or not
- Can it be done regularly (every day, if possible)?-
- Our synthesis is specifically for presenters and demo teams, so these would ideally be several times a week.
- Does it push your abilities but is still manageable?
- When implementing new opening or closing techniques, remember this is all about being yourself. If there is something that is completely unnatural to you, do not do it. We coach for this and to your strengths, contact us.
- Will it improve your physical health, mental health, finances, or relationships?
- Presenting better to audiences yields surprising results in overall well being. Demoing is really stressful. It is the end of game, ready to close moment, and a lot is riding on it. So yes, these edits truly improve quality of work life.
- Does it encourage play and creativity?
- Being in the moment and presenting the culmination of your discovery in a demo can be really exhilarating. We want to really drive that home. It can be creative, fun, and you can connect, really connect with your audience.
Demo Habits to Track and to Crack
When we think of habits that presenters use when demoing their product, they fall under categories. Here are some that we regularly see and that should be tracked and addressed to close more deals.
Projecting confidence in your product and the value you add to the client is your job during the demo and using the words umm and like project the opposite. Track the number of times that you use these filler words. We have a pro tip here, if you are using these, slow down, it means your brain is moving ahead of your delivery.
Challenging the Client in Opening
You may not be aware of this in your opening, but it is one of the things we see most often in SaaS Demos. You tell the clients the problems you found in their discovery.
Failing to Close
Failing to close your deal is a deal breaker. It feels easier to ask for more time than take a decisive action that could be a hard NO. This is another habit that can be broken with introduction of new phrases and techniques for confidence building and audience reading.
Be aware of how you address the collective. Is it inclusive? If you are saying “you guys” it is not. Inadvertently excluding the audience is a YOU problem. It is a big mistake to put the responsibility on the audience to feel included in your language and the way you address them. Pro tip, address the teams to increase the feeling of belonging, “Sales team, this is for you”, etc.
Step 3 Start Tracking, Start Cracking Bad Habits
How Habit Tracker Exercises Affect Change in Teams
Keep a journal if you are tracking your progress individually and try the period of 3 months or 30 demos. If you are a sales leader, you might want to have a board to do this as a team. Be sure that when you are introducing this exercise, there are no repercussions and that there is a safe space created. The point of breaking habits and replacing them with new ways of doing things is that you improve on a system without judgement.
Demo Solutions offers coaching and accountability training for teams, team leaders, and contributors. We would love to start working with your team, teaching new habits, better connection methods to audiences, and more inclusive practices, contact us!