Having discipline is an important aspect of sales success for the start-up CEO.

About 90% of sales time is spent in follow-up.

But getting on the phone to follow up it not always easy or natural. After several years I still struggle to pick up the phone and make those first morning calls. You start to look for distractions – anything is more interesting!

One habit that has always worked for me and others is the “10 before 10” approach.

It means you make 10 sales phone calls before 10.00am every morning.

Doing this helps to kick-off the day, boosts your confidence and energy levels.

Sales is just one of the many disciplines a start-up CEO needs to manage. Getting in the habit of making 10 sales calls before 10 will allow you to boost your sales and give you time to focus on other aspects of your job.