Now, I realize it was just last week that “habits” were the capital “H” in Sales Hell. It’s a title that bad habits still hold, though today, I want to focus on the creation of good habits. These habits usually involve goal-orienting. It makes sense: one good turn begets another.

Whether you’re talking about that morning meditation session that allows you to think and react more calmly to an otherwise frustrating situation or that three-mile runthat made you choose a salad for lunch over a double cheeseburger, momentum – in either direction – seems to build. And build it, we shall.

With this in mind, you want to create daily, weekly or monthly habits that get you closer to your ultimate goal. This is done through training, though not in the corporate sense of the word. Every time you make a cold call, give out your card at a networking event or send a follow-up email, you are honing these abilities and pushing yourself that much closer to your end goal of more closings.

Sure, you’ll have some bumps and missteps along the way. That’s when you adjust your form. That’s what training is all about. Just like a gold medal triathlon winner, the more you run, swim and bike, the better you get at it. The better you get at it, the faster you’re able to complete the task. The faster you’re able to complete the task, cumulatively, the better time you achieve overall. All this positions yourself for a stellar performance.

This is the perfect time to analyze your 2017 performance so far as we approach the end of the first quarter. What is on track? What is off base? What have you exceled at, where have you simply coasted and what tangible efforts can you put forth to set yourself on the course of greatness?

Measurable goals need actionable, time-sensitive habits. So take an hour or so, and map out your plan.