Another interesting turn in the conversation was the idea of looking at the effort being put in EVERY quarter.
Beyond a quarter – complacency tends to set in and ‘ok’ or ‘acceptable’ definitions changed the salesperson’s mind.
If you wait a year to give your engine a tune up, the cars performance is almost unrecognizable to what you had the same time last year – the decline in power, efficiency, and fun is not noticeable from one day to the next, yet over time accumulates.
It is funny how salespeople are their own worst enemies – allowing great to turn into good, then down to good enough.
The Question Is: what measurements can I use to quickly check my own effort level?
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