When faced with external events beyond your control, you can lose a sense of certainty, making it feel as if the ground as moving beneath you, and that you are losing your footing. When this is true, a focus on what is outside of your control—or…
The idea that "sales is a numbers game" contains an absolute truth worth observing. The truth is that selling requires action or "activity" if you prefer. All things being equal, more activity is better than little—or no—activity. But activity…
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…
“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…
Two posts over the last two days have generated some interesting comments and feedback. The first was a post titled Quantify Yourself. This post explained that sales is not a numbers game and suggested that you quantify your own personal sales…
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