In sales, as in life, what you tolerate, you encourage not only with others, but with yourself. If you allow yourself off the hook, you build a habit. As you continue to develop that habit, you guarantee more of the same performance.

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Say you set a goal to make so many calls today, say 30. You stop at 16. You could have made more. You've tolerated less. Your behavior will be repeated.

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You're training yourself. You'll accept less than you should. What you tolerate, you encourage.

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Let's say you have a sales meeting. Some people arrive on time, some are late. You just let it slide. That goo, that bad habit will spread to the others. They'll realize you're not serious about starting important meetings on time.

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Don't be so quick to let yourself and others off the hook. What you tolerate, you encourage.

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As coaches, we see this all the time, especially with young sales managers. Say they set a goal of 50 calls per day. And they want their reports on Wednesday.

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Some people do it, 50 calls a day and reports. Other people don't. Nothing happens. There are no consequences.

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Over time, what happens is the people that were performing start to fall off. Because what you tolerate, you encourage.

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Only tolerate what you wish to see repeated.