--- title: My 2013 Balance Sheet | The Sales Blog description: It’s the last day of the year. Time to do some year-end accounting. Debits I blindly put too much trust (and invested too much money) in people I didn’t know and who didn’t deserve it. I was angry with them when I have only myself to blame. I created dependents and was angry when they […] image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/shutterstock_147588095-1.jpg --- ### [Now booking SKO meetings for 2026/27! 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Time to do some year-end accounting. #### Debits I blindly put too much trust (and invested too much money) in people I didn’t know and who didn’t deserve it. I was angry with them when I have only myself to blame. I created dependents and was angry when they continually needed me for what I should have better prepared them to do for themselves. I sometimes over-committed and struggled to keep up. Any stress I felt was a result of my unwillingness to say “no” to some smaller things so I could say “yes” to bigger ones. I didn’t read nearly enough. I sometimes didn’t follow the systems and processes I put in place, and in some cases didn’t build a system or process where I needed one. I sometimes allowed myself to enter a frustrated and unresourceful state and gave up when I should have worn people down until they relented and did what was right. I was sometimes unclear with my instructions. I sometimes delegated poorly. I was sometimes short with people when I should have exercised empathy, patience, and understanding. I sometimes made poor decisions about my health and my diet. I was sometimes unavailable. I didn’t leave enough [margin](http://thesalesblog.com/blog/2013/11/19/no-margin-is-an-error/). #### Credits I hired [Beth](mailto:beth@b2bsalescoach.com) to help with my bookings. I hired [Jess](mailto:jess@b2bsalescoach.com) to help with my calendar. I spoke in Australia, England, the Netherlands, Ireland, Washington, DC, New York, South Africa, Columbus (Hometown Gigs!), Canada, Boston, Minneapolis, Chicago, Danville (Illinois) San Francisco, and Abilene, Texas. I had the opportunity to share ideas, coach, and consult with salespeople, sales managers, and sales organization from around the world. I met dozens of new people I am now happy to call friends, and some I now call family. I licensed three frameworks to [ThinkSales](http://www.thinksales.co.za) out of South Africa. Every business in which I am involved is bigger than the prior year by at least 12%. I became a contributing editor at [SUCCESS Magazine](http://www.success.com/search/content/Iannarino). I spoke 40 times in 2013. I shed 25 pounds. I saved and invested more money than I had planned to. I took two family vacations (much more difficult than it sounds, back to that margin thing). I drafted the manuscript of book one (editing now for a 2014 release). I drafted the manuscript of book two (editing after the launch of book one later in 2014). I built a new site for my speaking business which will be launched in the first quarter of 2014. I built a training site for salespeople and sales organization which will be launched in the first quarter of 2014. On balance, a good year for me. Now what about you? #### Questions What were your major “debits” in 2013? What were your major “credits” last year? What does your balance sheet tell you that you need to do in in 2014? ###### Tags: [Sales](https://www.thesalesblog.com/blog/tag/sales) [2013](https://www.thesalesblog.com/blog/tag/2013) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on December 31, 2013 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. 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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" : "2022-06-16T3:08:28 PM", "datePublished" : "2013-12-31 21:00:06", "description" : "It’s the last day of the year. Time to do some year-end accounting. Debits I blindly put too much trust (and invested too much money) in people I didn’t know and who didn’t deserve it. I was angry with them when I have only myself to blame. 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