You wanted to make 25 more calls today.

[rifat28dddd]

Jane can continue to invest in Ray’s development but will get limited returns for the time she invests. He knows he will have a new manager in time and will put most of his effort into outlasting Jane.

With other other reps Jane will achieve a better ROI on her time by investing in those reps that put out a consistent high level of effort and are self-motivated.

Sales is NOT about selling strategies, it’s about winning the internal game.
Selling strategies (how to close, how to cold call, etc.) are very helpful, good, and necessary, but if you don’t understand the forces that drive your behavior, they don’t matter.

One of my favorite activities is watching waves crash on the Pacific Ocean (I grew up in So Cal). The power of the ocean and its sheer size totally humble and inspire me.

What I find even more fascinating about the ocean, is that its most powerful force isn’t even noticeable.

The current lies sneakily in the background under the surface, not getting any attention, yet it is the driver behind the water’s direction.

Your actions and behaviors are exactly the same. And georgia telegram data there are three very powerful undercurrents you might not know exist that push you and drive your behavior without you even being aware of it, just like the current you don’t see beneath the waves is dictating the direction of the water.

All salespeople admit that many of their actions do not end up aligning with what they want to do or know to do, and I know that happens to me, too.


You meant to call that CFO today to ask him if they made a decision.

You should have made that extra call when you were in that area today.

You really needed to…

Your time gets completely hijacked, and you don’t even know why!