As the quarter comes to a close, it creates a time when many sales leaders are taking inventory. Taking inventory of where they have been and where they are going.  For sales leaders, this inventory often takes the form of a 2 question survey:

1. Did I make my number last year?
2. Am I going to make my number this year?

One of the best aspects of a revenue generating role is that feedback is very clear. Either the company is making plan or not. Your team is making plan or not. You are making plan or not. The disadvantage of this clear and direct feedback loop is that it creates so much focus on results that the inputs that create those results gets lost.

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