If You Want Behavior to Change Faster, Make It Easier to Do

When we want people to change their behavior, our instinct is often to push harder.

More accountability.

More reminders.

More motivation.

More pressure.

But sometimes the better question is:

How could we make the behavior easier to do?

Let’s say you want your salespeople to prospect more.

You could tell them:

“You need to make more calls.”

Or you could look at everything that has to happen before they make one.

Who should I call?

What should I say?

Why would they want to talk to me?

Where do I find their number?

What if I get voicemail?

What if they say no?

Suddenly, “make a call” isn’t one behavior.

It’s a whole series of behaviors.

So make it easier.

Build the list beforehand.

Give them a simple opening.

Practice it.

Block 20 minutes on the calendar.

Have everyone prospect at the same time.

Now you’ve removed some of the friction.

This applies to almost any behavior you’re trying to change.

Want managers to coach more?

Give them a simple coaching structure.

Want better one-on-ones?

Give them a template.

Want salespeople to prepare for meetings?

Give them a five-minute prep tool.

Want people to practice a new skill?

Make the practice short and safe.

We often assume people aren’t doing something because they don’t care enough.

Sometimes they care.

The behavior is just too hard.

Before you add more pressure, look for the friction.

Then remove some of it.

Because if you want a behavior to happen more often, one of the best things you can do is make it easier to do.