If you observe and pay close attention to people who produce better results than their peers, one thing you will notice is their consistency. You’ll notice they have routines, doing the same things over and over, whether or not it appears to be…

If you show me your decisions, I'll show you your ultimate results. Your day-to-day choices project the results you will invariably produce in the future.

Small Decisions, Big Outcomes

Every decision offers you a choice between something that…

You have 168 hours in a week and 52 weeks in a year. That's 8,736 hours. What you do with each hour is your decision. You can invest that hour, or you can squander it, believing you have many more hours in which to make a better decision later.

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You can’t talk about sales without also talking about success. The two ideas are so intertwined that they cannot be separated. The reason? Sales quickly exposes any weaknesses and rewards the attributes, beliefs, and behaviors that lead to…

Recently a good friend sent me a list of outcomes he wants his new salespeople to achieve. He’s using this list as a sort of hiring guide. But to generate these outcomes, you need to look for the underlying attributes.

Self Starter: The…

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…