Tim Huffaker 2017Complacency assaults mental goals, attitudes and ultimately, one's success.  

Often, salespeople suffer from complacency after having first reached a pinnacle of achievement in some aspect of their career.  Complacency might first appear after having completed a sale. Instead of vigorously pursuing the next sales opportunity, a salesperson will bask in their own success.  Complacency is a devious mental disease often camouflaged by various disguises such as success, victory, pride and power. People suffering from complacency are often busy, but not productive.  They are frequently afflicted with boredom, which is an even more sinister form of complacency.

I don’t know if you have ever attended a matinee at the local movie theater during a weekday, but half the people there are salespeople.  You can tell by the way they are dressed. These salespeople have just landed a big sale and went to a movie to celebrate, or even worse, they are suffering from complacency or possibly boredom.  The disease of complacency, left undiagnosed or untreated, will not only lead to a shortened career, but often to a shortened lifespan.

Many of you are familiar with Howard Hughes, a fabulously successful and wealthy industrialist.  You may have heard of Hughes Aircraft or Hughes Tool Company. Howard seemed to have the Midas touch.  Everything he was involved with seemed destined for success. As a relatively young man, he achieved a level of success that most other men could only dream of.  As a result of his early and sudden rise to fame and fortune, he became complacent and then boredom set in. Having achieved great success he had nothing to look forward to–no more mountains to climb, no more challenges to conquer.  Howard became a recluse, confining himself to the penthouse in his Las Vegas hotel. He died at a relatively young age having lived a life only partially fulfilled.

Complacency is no respecter of persons and is ruthless in the way it destroys lives; it is one hundred percent avoidable and curable.  In the case of complacency, the prevention is also the cure. It is uncomplicated, yet profound, and often the cure is not considered or applied because it seems too easy.  Most people will ignore the simple and most basic lifestyle changes that could have prevented it in the first place.

Complacency can be avoided by the application of GOAL SETTING.  Goal setting is the only treatment that will cure this dreaded salesperson disease.  In addition to a regular dose of goal setting, a daily application of time management will make the goal setting easier to apply.  You will absolutely avoid complacency through adopting a goal focused and achievement driven lifestyle. Daily time management will create a structure for achievement and guarantee the time necessary to reach your goals.  No one has ever contracted the disease of complacency, when they committed themselves to a regular daily diet of goal setting and time management.

Here are five signs of complacency to watch for, each of which should be treated immediately and not just dismissed as normal behavior:

  1. Kicking back and basking in the joy of completing your most recent sale.
  2. Rationalizing poor performance.
  3. Believing that you have no room to improve.
  4. Neglecting regular, meaningful daily planning.
  5. Regularly wasting precious increments of time.