AI Coach: find and fix deal issues before they result in closed-lost using AI

Habits & Mastery


9 min
Average Score

Jocko Willink

CEO, Speaker, Author, Navy SEAL (retired)

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In the quest for freedom—whether it's financial independence, more free time, or the liberty to choose how and when you work—a surprising principle emerges. The road to freedom, according to Jaco Willink in his book "Discipline Equals Freedom," is paved with discipline. For sales reps, this concept holds the key to unlocking their potential and achieving their goals.

Understanding the Paradox

It may sound counterintuitive, but the path to freedom often begins with discipline. Discipline isn't about restricting yourself; it's about cultivating the habits and mindset necessary to attain true freedom. Sales reps looking to attain professional freedom, overcome distractions, tackle challenging projects, and acquire new skills must embrace discipline.

The Power of Morning Discipline

One of the cornerstones of discipline lies in the morning routine. Jaco Willink emphasizes that how you start your day sets the tone for the hours that follow. By adhering to specific morning habits, you can kickstart your discipline and pave the way for future freedom.

Keystone Morning Habits

1. Early Rising: Waking up before dawn is a common practice among highly disciplined individuals. Rising at 4:30 a.m. every day, even on weekends, creates a sense of consistency and dedication.

2. Physical Exercise: Incorporating a workout into your morning routine not only boosts physical health but also enhances mental clarity and resilience.

3. Challenging Tasks: Completing a work-related task you might want to avoid is a way to build discipline and set a productive tone for the day.

Strategies for Morning Discipline

Morning discipline can be a daunting challenge, but Jaco offers strategies to conquer it:

1. Berserker Mode

When the weak voice within tempts you to delay your morning routine, channel your inner berserker. Get angry at the thought of succumbing to weakness and charge toward your morning tasks like a determined bull. Intense music can amplify this mindset.

2. Radio Silence

Maintain radio silence within your mind during your morning routine. Just as Navy SEALs meticulously plan and execute missions without deviation, your morning routine should be executed flawlessly without inner dialogue. Trust your plan.

3. Laughter

Laugh in the face of suffering and challenges. When you ridicule the weak inner voice urging you to take the easy path, it loses its power. Suffering becomes an opportunity for growth and strength.

4. "Not Today"

On those mornings when you feel the urge to skip your routine, tell yourself, "I'll rest tomorrow, not today." Delaying rest is the one form of procrastination that can benefit you. More often than not, you'll realize that you don't need rest, only discipline.

Beginner Workout Protocol

If you're new to exercise or find workouts intimidating, Jaco offers a beginner workout protocol:

  • Alternate between four types of exercises: pull, push, lift, and squat.
  • Perform exercises daily, each targeting a specific muscle group.
  • Keep your routine consistent, even when you feel sore or tired.

The Discipline-Freedom Connection

In the end, self-discipline is the bridge to freedom. Without discipline, external forces will dictate your day, and ruminating thoughts will control your mind. To achieve freedom in various aspects of life, self-discipline is essential. It empowers you to take control, make choices, and pursue your goals with unwavering commitment.

Embrace the Power of Discipline

In the world of sales, discipline isn't just a desirable trait—it's a necessity. Watch this session to delve deeper into the concept of discipline and learn how to incorporate it into your daily routine. Discover how discipline can pave the way for your professional success and ultimate freedom.

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