We talk a lot about selling smart, working smart, instead of just working hard.

And part of that is what do you work on? How do you work on it?

And in what order do you work on it?

Some people call this strategy, other people call it judgment, critical thinking. It doesn't matter what you call it. It's the same thing.

What's important is that we do it. And what happens if you become really good at doing it?

You don't waste time. What ends up happening a lot in sales is we get comfortable just being busy,

just having a lot of meetings, a lot of conversations, a lot of proposals. But we don't get paid on

volume. We get paid only on results. So if we get paid only on results,

any time that we spend on things that don't get that result is time that we could have spent

getting that result. And this is something that a lot of people don't learn because being busy

can look like you're being effective from the outside. We've all had one person in our life that

spins their wheels all day long. We might notice that they're not getting anything done.

They're not going anywhere, but they sure are busy, cleaning, running around, doing errands.

But are they accomplishing their goal? This is one of the things we're going to talk about today.

Probably the most tactical thing you'll get out of this conversation.

The other part is really something that I want to open your eyes to.

Because I think today there's a real void in sales leadership.

Not sales management, not sales admin, sales leadership. And leadership is about setting the direction,

the culture of the company, the culture of the team, the culture of the process. And having it be

enjoyable, it could still be challenging and enjoyable. There's no requirement about being

miserable in sales to be successful. Who wants to be miserable? Don't you want to enjoy going to

work? Enjoy the people you work with.

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