Be Realistic and Honest

This month I'd like to dedicate time to discuss ENDING a selling period…and ending it on track and on goal, even if the month didn’t go as smoothly as desired.

We are now in the fourth quarter of the year, so the skill of finishing strong applies to the month as well as to the year.
Let’s start with being straight and realistic. You are either on track to make goal or you are not. You have had a specific number of opportunities that you have closed or scheduled, or you have not. You have scheduled actions on your calendar, or you have not. You have taken those scheduled actions, or you did not. If you took them, you either produced the desired results or you did not. If you didn’t take them, you either rescheduled them or you did not.
Either, or. Did or didn’t do.

When observing and assessing performance, it is critical to be truthful…like getting on the scale if you want to lose weight. You need to know your current performing level and what you are now doing that is producing those results. 
So, take a look…if you are on track, keep doing what you are doing. If you are not on track, you need to take more actions or different actions than the ones you are taking now.

Now, go get real with yourself!



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