Here's one of the skills that really separates the great reps from the okay reps.

And a lot of people misinterpret this as just pure raw intelligence or a sixth sense in sales.

And I want you to kind of think of it as a skill that you can develop. It's not hard,

but it does take concentrated effort, does require thinking. So there's an intellectual element

to it, but it can quickly separate the best from the rest. What am I talking about? Judgment. Now, we use judgment all day long,

whether we accept it or not. We might be hijacking someone else's judgment. We might be just

doing what we're told. We might be doing what's easy, or we might be doing what's first on our to-do list and working our way down.

Well, what we spend our time on pretty much determines how well we do in sales.

If we're spending time on a deal that's not really likely to close and not spending a deal that could pretty

easily close, that's bad judgment. And a lot of us kind of relinquish this to other people.

Well, we'll tell my manager that, or I wish my company gave me that freedom well maybe you want to own that

this is something that helped me in my career greatly I hate it wasting time and I saw a lot of

people wasting enormous amounts of time on deals that had no business in the pipeline.

Yeah, they were willing to talk to the rep, but I could tell in the QBR, they're never going to buy.

It's just not a match.

Or the person's in the wrong place.

Or it's the wrong type of company. Or it's years too early for them. And I really tried to be

hyper-focused on what was closable in the order that it's closable. Now, a lot of people say, well, I'll

develop this judgment over time. Okay, good. But that's the slowest way to develop it.

Why not develop it now? Why not look at your calendar and say, am I investing?

And I like to use that word as opposed to spending, investing my time in the things that are most likely to close.

Let's get into this discussion today.

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