‘Keystone’ Habits Key to Productivity

February 18, 2025
Scott Pemberton

In our last blog entry (December 27)  we talked about how “systems” might improve productivity better than goals because they tackle the goal behind the goal-buying a car, for instance, not just to buy a car but to have transportation. Or, in sales, understanding that the “buying motive” behind a prospect’s interest in your product or service might be a lot more than simply getting the best price.

So, once you settle on a system for your longer term ambitions, how do you set it in motion and keep it in motion? The latest research into how our brains work and influence our everyday behavior suggests that changing one “keystone” habit can do the trick. The reason is that changing one habit affects other, related habits that taken together make a system hum.

An in-depth and practical exploration  of this simple yet profound notion can be found in  The Power of Habit  (2012) by Charles Duhigg. The thinking applies not only to the behavior of individuals but also to the behavior of companies-your company, in fact, if you want it to.

How do we know this is true?

Two main reasons: first, extensive academic research found that “small wins” are behind big wins because they make the next small win more likely. That in turn makes “transformative” change more likely. Second, sophisticated brain scans now enable scientists to  see  how our brains change as our habits change, much like watching muscles grow as weight training intensifies.

How can your company use keystone habits  to be significantly more successful? To get started, read Duhigg’s book. But don’t begin at the beginning. Begin with Chapter 4, which tells the story of Paul O’Neill’s transformation of Alcoa. O’Neill focused on one important but not very exciting aspect of the manufacturing business-worker safety. When he retired, the company’s net revenue was five times what it was when he came on the scene and so was the value of its stock.

Scott Pemberton   is a senior consultant at Productive Strategies, Inc., a marketing and management consulting firm specializing in consultative sales training, lead generation and appointment setting, and marketing and marketing communications.  He can be reached at 847-446-0008 and at spemberton@productivestrategies.com.

By Phil Krone, President April 28, 2025
Asking the questions that give you the confidence you need to win in sales. 
By Phil Krone, President March 22, 2025
This faith-based not-for-profit achieves 40 percent year-over-year growth for 17 years by applying well-known business principles, one in particular. Why can so few businesses even dream of such growth?
By Phil Krone, President February 17, 2025
Are you selling business to business or business to government or both? There are similarities but also differences that need to be recognized to optimize your results.
By By Phil Krone, President January 17, 2025
Last year after a talk I gave at the Small Business Expo on Business to Business Selling (B2B) , a woman asked for my card because she wanted to meet to tell me about her business and learn more about mine. When we eventually got together she shared that her start-up company’s goal was to console consumers who had suffered the loss of a loved one directly, as she had. But my talk had inspired a new idea: assist funeral homes to improve their services by showing more empathy to their customers who were struggling as she was. I sensed that my talk gave her confidence that, despite the challenges, her business could succeed. What I didn’t realize was that this small assignment for a start-up would eventually have such a big impact on her business as well as an industry. 
By Phillip Krone December 18, 2024
To date we have covered the Sales, Information, Tactical, and Marketing Plan Levels. Although the fifth level is the last to be discussed, it is often what sets a business in motion when it is founded. Today we will illustrate marketing to support a vision by discussing two very successful businesses.
By By Phil Krone, President December 5, 2024
As a reminder, the Five Levels of Marketing are (1) Sales, (2) Information/Data/Analytics, (3) Tactical or Campaign, (4) Marketing or Program, and (5) Vision/Strategic. We’ve explored each of the first three levels in separate columns in August, September, and October. They are available on our website's Productive Insights collection.
By By Phil Krone, President October 16, 2024
Using intelligence from prior levels leads to revenue-building sales campaigns on the ground in real time.
By Phil Krone, President September 16, 2024
Tracking key types of data each month provides insights that can build a highly productive marketing plan.
By Phil Krone, President August 14, 2024
The Five Levels - Sales: Prospecting, qualifying, discovery, presentation, demonstration, proposal writing and closing; Information/Data/Analytics; Tactical or Campaign; Marketing or Program; Vision/Strategic
By Phil Krone, President July 18, 2024
If you believe you have ADHD, you can be more successful by scheduling fewer first meetings and spending that time on more second and third meetings with qualified prospects. For our client, that meant cancelling half the medical CFO conventions his sales rep was planning to attend and investing more time following up with the CFO prospects he had already met. When your discovery is not productive, step back and restart at the point the discussion began to be about whose system is better. That’s an argument you are not going to win. Don’t waste years in prospect meetings in which you ask the same questions every time and get the same answers. Either decide that your product or service isn’t right for this prospect and move on—or broaden your discovery to find a need behind the need. In this hospital case, the hidden need was a fear that because no outside vendors had audited their system they might be in violation of regulations that an outsider would spot right away.
More Posts