selling

This is the final installment in the goal-setting series, and it brings together a simple, math-based process designed to help you manage both your sales and your income throughout the year.

Nothing here is complicated—but it does require intention.

Let’s summarize what you’ve built.

1. Create a Written Sales Goal for the Year

You’ve already done the hard thinking. Now it’s about clarity and commitment.

• Create a written sales goal for the year
• Calculate it using your commission percentag…

If you’ve ever set a sales goal with the best intentions…and then watched it quietly fade by March, you’re not alone.

That’s exactly why we kicked off the January Sales Skills Series with Goal Setting for Sales Professionals — a session designed to take goal setting out of the “hope and hustle” category and put it squarely into clear, measurable, workable math.

This session isn’t about dreaming bigger. It’s about building goals you can actually work.

Before you hit play, here’s what you’ll le…

This is the third installment in the goal setting theme. In the first two installments, we calculated the minimum written number (basement) and then added to that for the actual goal number.

These numbers might seem high at first glance—especially if they are beyond your current level of performance.

Goals are achieved by actions taken, rather than reactions to a specific number.

The activity level required to achieve your goal needs to be in alignment with the goal. For instance, the activit…

Being Coachable: What Have You Already Tried?

This month’s theme is being coachable, and this week we’re focusing on one essential question: What have you already tried?

Working with a coach is a process—one that helps you explore areas that can be hard to face alone, or easy to ignore in favor of something more urgent, or something that gives a quicker emotional reward.

A coach will guide you through the layers of your situation, uncovering insights and information along the way. That proces…

This month, we’ve explored what it means to BE a Student—embracing curiosity, elevating awareness, and considering simple solutions. Now we cap the series with the most important step: making continuous learning permanent.

As James Clear said, “You don’t rise to the level of your goals. You fall to the level of your systems.”

Why Continuous Learning Matters

Setting the intention to learn is one thing. But without structure, even the best intentions fade.

When you identified what you wanted t…

August’s BE Series session focused on a powerful theme: being a student. In sales and sales management, it’s easy to think experience alone makes us effective. But the truth is, growth happens when we keep learning—staying curious, humble, and willing to practice. Here are four lessons we explored this month.

Cultivate a Beginner’s Mind

Certainty is the enemy of growth. When we think we already know it all, we stop learning. A beginner’s mind means showing up curious and open—whether in a sa…

This month, we’re exploring what it means to BE a Student—committing to continuous learning to stay ahead.

This week: Consider simple solutions.

In this series, we explore elements of learning and being a student.

As an adult student, we may forego the simple lesson or solution because—well—because it seems too simple.

But here’s the truth: simple doesn’t mean easy.
While a concept or solution might appear simple, the application or action might be difficult. You can “get it” and still not be…

This month, we’re exploring what it means to BE a Student—committing to continuous learning to stay ahead.

This week: Practice elevating your awareness.

This series continues with the spirit of curiosity and dancing in the unknown.

It’s understandable that our brains want to compartmentalize information in order to process it. When faced with something new, we instinctively move toward it or away from it.

Why Elevating Awareness Matters

Staying with elements of the Buddhist tradition, be th…

Silence. It’s rare in our world, and even rarer in sales. Yet in July’s BE Series, we explored how silence isn’t awkward—it’s powerful. Used well, silence builds trust, creates clarity, and moves conversations forward in ways that constant talking never can.

Here are the key lessons we uncovered about when—and how—to be quiet.

Be Quiet After You Ask a Question

Whether you’re asking a customer, “What are you planning to invest in your project?” or asking a sales consultant, “What part of the…

This month’s theme is Being Committed, and we’re exploring how to Secure the Sale or Schedule the Next Step.

That means confidently leading each interaction toward a clear outcome—despite the twists, turns, and roadblocks that sometimes get in the way.

This week’s focus is: Being committed despite setbacks.

While we can anticipate possible obstructions, we can’t predict them all.
We can’t control the circumstances, or the weather, or other people.
Setbacks are part of the game.

Adversity ca…