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Winning vs improvement - which is your goal?
24 February 2019

Sales is an OUTCOME – Don’t make it your Goal

If you asked 10 Sales Pros what their primary goal would be, you’d predictably get some variation of, “Close more deals,” or “Grow revenue,” or “Make my quota and bonus.”

I like the “eye on the prize” mentality but question those answers as goals.

They are outcomes. They are results.

Similar to the name of our firm, we’re not the “Sales” Agency because sales is a result, a department, the desired outcome. We’re the “SELLING” Agency because selling is how you achieve those results.

If you ask Athletes what their goals are, they want to win, but their goals are the ACTIONS they take in the games, “Take .05 seconds off their time,” or “don’t let their shooter free up,” or “hit the 3 pointers.” They work toward scoring, they practice the skills that help them score. They run drills that help keep improving their reflexes and speed.

There is no way to practice “Winning.”

Their goal is to practice to continually IMPROVE. Constant growth and improvement lead to wins. 

Can you flip your goal and focus on the skills and behavior goals that lead to the win? 

Need to get fired up about it? Let me put my coach’s hat on and walk you through it …

So, how are you going to shift your goals to SKILLS and BEHAVIORs and even PRACTICE … to get to those winning outcomes?

Until next time, stop hoping and start SELLING!



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