Cause and effect

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A failure to prospect results in a failure to develop your pipeline. A failure to develop your pipeline obviously results in low sales. Yet, how many sales professionals hover over their current leads while forgetting to add new ones to the process?

Meanwhile, a failure to uncover needs/wants/goals results in a failure to understand your customer. A failure to understand your customer obviously results in cookie-cutter, blah presentations. Yet, how many sales professionals jump to a product dump?

Cause and effect.

Adrian Savage has a great post on “Consequences” that reminds us to take ownership of our results by focusing on the incremental changes we make to our habits and routines.