--- title: Getting Back on the Horse | The Sales Blog description: In The Only Sales Guide You’ll Ever Need, I wrote about Me Management, or what some would call self-discipline or habits. The acquisition editor from the first publishing company read the book and asked me why I would start a sales book with discipline, noting that everyone hates self-discipline. I argued that my observation of […] image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/shutterstock_91874510.jpg --- ### [Now booking SKO meetings for 2026/27! 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The acquisition editor from the first publishing company read the book and asked me why I would start a sales book with discipline, noting that everyone hates self-discipline. I argued that my observation of successful salespeople—and successful people more generally—were disciplined about the most critical factors that lead to success. [Learn Anthony's core strategies & tactics for sales success at any level with *The Only Sales Guide You'll Ever Need*![The Only Sales Guide](https://www.thesalesblog.com/hubfs/Imported_Blog_Media/book-cover-tosg-Jun-11-2021-04-12-34-89-PM.jpg) ](https://www.amazon.com/Only-Sales-Guide-Youll-Ever/dp/0735211671/) Willing oneself to do the work necessary to succeed is one of the primary differences of the successful, an unwillingness being a large part of [lack of success](http://thesalesblog.com/2019/04/13/8-obstacles-to-success/). Disciplines are not easy to keep, as anyone who has ever tried to keep a disciplined nutrition or exercise program will attest. You can just easily struggle with disciplines like [avoiding your email first thing in the morning](http://thesalesblog.com/2013/03/20/how-to-stop-living-in-your-inbox/), reviewing your prior week and planning the next week [on Sunday](http://thesalesblog.com/2016/07/24/hustle-starts-sunday/), or spending time on your [most important projects](http://thesalesblog.com/2019/04/16/put-your-most-important-outcome-first/) or initiatives every day. Whatever the discipline you need to keep, it’s easy to fall off the horse—or to be thrown off by some unanticipated or unexpected event. - **Falling Off is Not Failing**: Maybe the most important belief about disciplines is that falling off is not failure, and framing it that way may increase your desire to give up the discipline—which might be giving up on the future self you are building. Falling off the horse is an event and a very human one at that. Disciplines worth keeping aren’t always easy to build. - **Don’t Postpone Starting Over**: There is no reason to postpone starting over. You don’t need to wait for the calendar to change. Tomorrow is not better than today and later isn’t better than right now. Keeping your discipline five days out of seven is better than keeping it three days out of seven. Just start again. If disciplines were easy to keep, everyone would keep them, and everyone would enjoy the rewards of having done so. Once you lose the discipline, it’s easy to give up altogether. If some result is important enough for you to keep a discipline, the best thing you can do is to get back on the horse. ###### Tags: [Sales](https://www.thesalesblog.com/blog/tag/sales) [2019](https://www.thesalesblog.com/blog/tag/2019) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on April 25, 2019 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at [iannarino@gmail.com](mailto:iannarino@gmail.com) [Follow me on my website](https://www.thesalesblog.com/anthony-iannarino) [Follow me on Facebook ](https://www.facebook.com/thesalesblog) [Follow me on LinkedIn ](https://www.linkedin.com/in/iannarino/) [Follow me on Twitter ](http://www.twitter.com/iannarino) [![AISA-square-ad-SKOs-26-27](https://www.thesalesblog.com/hs-fs/hubfs/AISA-square-ad-SKOs-26-27.jpg?width=400&height=400&name=AISA-square-ad-SKOs-26-27.jpg)](https://www.thesalesblog.com/authority) [![ai-cold-calling-video-sidebar-offer-1](https://www.thesalesblog.com/hs-fs/hubfs/ai-cold-calling-video-sidebar-offer-1.jpg?width=318&height=179&name=ai-cold-calling-video-sidebar-offer-1.jpg)](https://www.thesalesblog.com/free-cold-calling-video) ![salescall-planner-ebook-v3-1-cover (1)](https://www.thesalesblog.com/hs-fs/hubfs/salescall-planner-ebook-v3-1-cover%20(1).jpg?width=768&height=994&name=salescall-planner-ebook-v3-1-cover%20(1).jpg) ### Free Sales eBook: Sales Call Planner Planning your sales call improves the likelihood of making a successful call, and it demonstrates to your dream client your professionalism. 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What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2021-06-15T6:01:46 PM", "datePublished" : "2019-04-25 18:44:26", "description" : "In The Only Sales Guide You’ll Ever Need, I wrote about Me Management, or what some would call self-discipline or habits. 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