🦾 This Is Why You Quit (And It's Not What You Think)

Hey Insider, 3 weeks ago, a sales leader named Craig sat across from me, ready to leave the industry after 12 successful years.

"I've tried everything," he confessed. "New techniques, training programs, motivation tactics. Nothing sticks.

My team starts strong, then fades. I'm starting to think sales success is just genetic."

Later that same day, I noticed our office gym had already lost most of its January crowd – by mid-March.

The connection hit me like a thunderbolt.

Hard truth:

Friction – not motivation – is why you quit.

Our study of 3,000+ sales professionals revealed something most training programs miss entirely:

Friction appears when:

• A prospect ghosts your perfectly crafted follow-up

• Your new sales technique feels awkward during calls

• Your workout produces soreness instead of endorphins

• Learning shifts from exciting to difficult

This exact moment is when most people quit.

The transformation insight:

Top performers don't experience less friction – they've just developed a completely different relationship with it.

Average performers see friction as evidence they're doing something wrong. Elite performers recognize it as confirmation they're growing.

The Anti-Friction Framework:

1. Expect and name the friction points Before starting anything new, identify exactly where you'll hit resistance. "Days 3-5 of this new approach will feel uncomfortable and awkward." Friction expected is friction defused.

2. Micro-dose the challenge Don't overhaul your entire process at once. Change one small element and master it before adding another.

3. Create friction-specific rewards Don't just reward outcomes. Reward yourself specifically for pushing through predictable friction points.

4. Document your friction victories Keep track of skills that once felt impossible but now feel automatic. This creates evidence that current friction is temporary.

The predictable pattern:

In sales, fitness, and learning, there's a consistent timeline:

• Days 1-3: Excitement (dopamine-driven exploration)

• Days 4-14: Friction (reality hits expectations)

• Weeks 3-5: Breakthrough (new neural pathways form)

Most people quit during days 4-14, missing the breakthrough waiting just on the other side.

Think you're different?

Look at what you've mastered. Those skills likely fall into two categories: things you had natural talent for (less friction) or things you pursued with proper friction management.

Reality Check:

When abandoning a technique or habit, ask yourself: "Am I quitting because it's truly the wrong approach, or am I just feeling the natural friction of growth?"

In 80% of cases, it's normal resistance that precedes breakthrough.

Sales Fit Challenge:

What's one sales activity you abandoned that deserves another chance? This week, reintroduce it using the Anti-Friction Framework.

Reply with your answer and I'll personally share how to approach it with proper friction management.

The most successful people in our program don't just persist longer – they develop a completely new relationship with difficulty across all areas of life.

Remember: Friction isn't the enemy of progress. It's the proof of it.

What specifically makes you want to quit when learning new sales techniques? Hit reply – your answer might be featured in our upcoming training on overcoming sales friction points.

Win the Day! Ken Lundin