What’s in a Habit?
Habits are the things we do almost without thinking. They are the patterns of behavior we repeat every day. Habits shape the way we live. These routines are not only actions, but they become part of who we are. Many wonder how habits form. And the answer lies in the combination of three elements: the cue, the routine, and the reward. These elements work together to make a habit stick. Making habits stick requires we have some internal disciplines. Some guiding inner compass that keeps us on track. Without it, our habit will be no habits at all. When you have the discipline, you will repeat the things that are good for you, often. This consistency translates into growth. However, it is not instantaneous. It is slow and methodical. If you are expecting instant results on day one of the habit journey, you need to rethink that strategy.
Charles Duhigg is a Pulitzer Prize-winning journalist and author. He is best known for his book The Power of Habit. This writing focuses on the science of habit formation and how habits influence individual and organizational behavior. Duhigg's research blends psychology, neuroscience, and real-world examples to explain why habits form and how they can be changed. He describes the "habit loop," which starts with a cue or trigger, followed by the routine, and ends with a reward. If someone feels stressed (the cue), they might eat a snack (the routine), and then feel relief (the reward). Over time, the brain learns to expect this reward, so the action becomes a habit. This loop keeps us repeating the same behaviors, sometimes without even realizing it. Research shows that habits make up about 40% of our daily actions. So close to half of what we do each day is automatic.
Other famous figures have also highlighted the power of habits. Aristotle once said, "We are what we repeatedly do. Excellence, then, is not an act but a habit." This emphasizes that becoming good at something doesn’t happen overnight. It is the result of doing the same thing over and over. Repeating positive actions can lead to personal growth and success. However, the same principle applies to negative habits. If we repeat bad actions, they can have a harmful effect over time.
A key factor in habit formation is repetition. The more we repeat an action, the more it becomes part of our routine. Scientists say it takes between 21 to 66 days to form a new habit, depending on how complex it is. If you are trying to make a habit of brushing your teeth, it might take just a few weeks. But if you want to start running every morning, it could take longer. The consistency of repeating the action every day is what makes the habit stick.
Habits are influenced by our environment. Our surroundings play a big role in shaping our behavior. If you keep healthy snacks on your kitchen counter, you are more likely to reach for them. On the other hand, if you leave cookies in plain sight, you may find yourself eating them more often. The environment can serve as a cue that triggers the habit. Psychologists call this the "cue-dependent" nature of habits. It means we are more likely to engage in certain behaviors based on the things we see or experience in our space.
Willpower and discipline are often linked to habit formation. But studies suggest that relying only on willpower to form a habit may not be enough. Willpower can fade throughout the day as we use it to make decisions. This is known as "decision fatigue." Instead of relying on willpower, setting up systems or routines can help. Laying out workout clothes the night before can make it easier to exercise in the morning because it reduces the number of decisions you need to make.
Wendy Wood is a renowned psychologist and professor of psychology and business at the University of Southern California. She authored the book Good Habits, Bad Habits, which explains the science behind habits. In her work, she explains that habits help us free up mental energy. By turning repetitive tasks into habits, we don’t have to think as much about those actions. This saves our brainpower for more important decisions. As a result, we can focus on bigger tasks and goals, knowing that our basic routines are running on autopilot. Habits are like shortcuts for the brain, allowing us to accomplish more with less effort.
However, not all habits are beneficial. Bad habits can be tough to break because of how the brain is wired. The same habit loop that creates good habits can also reinforce negative ones. Take smoking. This is a habit that often follows the same loop: a smoker feels stressed (the cue), smokes a cigarette (the routine), and then feels calm (the reward). To break this habit, it’s important to change the routine while keeping the cue and reward. A person could find a new way to relax when feeling stressed, such as going for a walk or practicing deep breathing.
Breaking a habit isn’t just about stopping a behavior; it’s about replacing it with something else. Research suggests that replacing a bad habit with a good one is more effective than trying to quit the bad habit outright. This is because the brain still craves the reward it expects from the habit loop. By replacing the negative routine with a positive one, the brain can still get its reward but in a healthier way.
Benjamin Franklin reminded us of the importance of good habits: "Your net worth to the world is usually determined by what remains after your bad habits are subtracted from your good ones." He highlighted the value of focusing on building positive habits and reducing negative ones. Our habits shape not only our personal success but also how we contribute to the world around us.
There are also strategies that can help in building and maintaining good habits. One effective technique is called “habit stacking.” This method involves linking a new habit to an existing one. If you already brush your teeth every morning, you could stack a new habit, like doing a quick stretch, right after. By tying the new habit to an old one, it becomes easier to remember and follow through.
Another useful strategy is setting small, achievable goals. Often, people fail to form habits because they aim too high too soon. If your goal is to read more, start with five minutes a day. This can be more manageable than trying to read a whole book in one sitting. As you meet smaller goals, you build confidence and momentum. This makes it easier to repeat, daily, This gives that habit staying power.
Data also shows that tracking progress can help maintain habits. Studies reveal that people who monitor their progress are more likely to succeed. Keeping a journal or using an app to track how often you complete a habit can make a big difference. Seeing your progress can serve as a reward in itself, motivating you to continue. Why do we count everything? It is to track that progress. And to understand what our version of good looks like. Sellers who don’t wish their results to be public should think about finding another profession.
James Clear is a bestselling author, speaker, and expert on habits and behavior change. He is best known for his book Atomic Habits. Here he explores how small, consistent changes can lead to big improvements over time. Clear’s work focuses on the science of habit formation. He talks about the "1% rule," which suggests that if you get just 1% better at something every day, over time, those small improvements will add up to massive change. He says, “Habits are the compound interest of self-improvement. The same way that money multiplies through compound interest, the effects of your habits multiply as you repeat them.” This means that even small positive habits can have a big impact if you keep doing them regularly.
Peer support can also play a role in habit formation. When people are surrounded by others with similar goals, they are more likely to succeed. Whether it's a workout buddy, a study group, or an online community, having others hold you accountable can make it easier to stick with a new habit. The social aspect creates a sense of commitment and knowing that someone else is expecting you to follow through can be a powerful motivator.
Jim Rohn once said, “Motivation is what gets you started. Habit is what keeps you going.” It is this idea that while motivation might inspire us to begin something new, it is the habit that allows us to continue. Motivation can fluctuate, but habits can become a stable part of our routine, keeping us on track even when we don’t feel particularly driven. Habits shape much of who we are and what we accomplish.
Good habits lead to positive outcomes, while bad habits can hold us back. Understanding how habits work—the cues, routines, and rewards—gives us the power to take control. By repeating small, positive behaviors and being aware of our environment, we can create habits that help us reach our goals. The choices we make each day, no matter how small, add up over time and become the foundation of our success.
For me, this habit-forming behavior is best applied in the prospecting phase I used it to make my morning prospecting calls a daily habit. And I used it to make my evening prospect list a habit. These two things were success builders for my sales career. If filling the funnel is the foundation for your success, why would you not want to fill your prospect funnel with qualified leads? To create these habits, I started with calendar management. I blocked off two parts of my day. At the end of each day, I dedicate it to organizing my prospect list. I wanted twenty names and numbers to call the next morning. And then at the start of each day, I make my phone calls, in order, and record the outcome.
This was my daily routine. The reward for making the calls was a second cup of coffee. And I now feel bad for the last two people on the list. Have you seen me without a second cup of coffee? The reward for having the list at the end of the day was the end of the day. The cue was having the fresh list on the desk next to the phone, ready for the first call when I arrived at work. The routine was formed by blocking the calendar time. It was a non-negotiable time for me to prospect. And I did it twice a day. By blocking the time on the calendar, it became a forced habit. It could not be ignored as it was in plain ink. And I put it there. Failure to execute would be like calling myself a liar.
You first need a trigger, then repeat the action enough times until it becomes part of your routine. Reward yourself for doing well. It is like training a puppy, except you are the puppy. The more you repeat the cycle of cue, routine, and reward, the more solid the habit becomes. It starts with having the discipline to choose to move forward. Once you have the discipline, it is easier to continue. If you lack the discipline, you can build in a penalty for skipping a planned routine. Build in a disincentive for not doing it and hold yourself to it. Add to your daily call count or secure meeting requirement. Pay the price to make the routine stick. Because discipline leads to habits. Habits lead to consistency. Consistency leads to growth. And growth is what we all seek.
My new book 21st Century Sales Success is now available on Amazon. If you like what you have read, please consider ordering a copy or two. You can always send one to a friend. Order your copy here: https://bit.ly/21stCenturySalesPB