New year’s resolutions, #5

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I will talk in terms of results, not activities.

If you’re a sales professional reporting to someone else, realize how important this is. He or she doesn’t want to hear about all the things you’re doing. Results are what matter first and foremost.

If you’re a sales manager reporting to a sales executive, this is even more crucial. You’d better be able to summarize where your team is at and where it will be over the next 90 days. Don’t even think about talking trends. Most sales executives can smell BS a hundred miles away.