There is tremendous value in outcomes-based thinking. One of the reasons people struggle to produce the results they're capable of is that they lack goals, and a focus on the outcome. For example, maybe you want to win a new deal. But you don't…

There are no outcomes without activity. But the right outcomes require the right activity.

“More activity” is the answer a weak manager uses when they need better results. It’s easier to demand more activity than it is to determine the real…

“Sales is a numbers game,” they say. Then they propose that, “if you want better numbers, just make more calls.” And when low activity is the problem, this might be a reasonably good answer.

But most of the numbers that really matter aren’t…

Your sales manager should never have to manage your activity. Your self-discipline, your goals, and your personal ambition should provide the motivation for your activity. If your sales manager has to look at your activity then you are doing…