I just worked with a great inside sales team in Louisville, KY (hi Kathy, Darryl and the team!), and this week they begin working with a new, best practice approach that is going to make them much more successful. I’m excited for them! At the close of each day of training, I told them that the biggest challenge isn’t going to be learning the new scripted approach (although that will definitely take some effort), but rather it will be in unlearning their old habits. Now don’t get me wrong, habits are a good thing and without them we couldn’t get much done. In fact, the great thing about forming a habit is that once you do, you can rely on it almost unconsciously and so devote your time and energy to other things. Just think about driving your car. Once you learn how, you no longer have to take the time to learn how to pull out into traffic, change lanes, or learn how to parallel park. You just get in and your habit of driving takes over!