Judgment

When I got into sales I noticed this great rep down the hall. And he never was, you know, overly busy. He wasn’t running around, he wasn’t worried about making his daily dials. When I sat down I asked him:

“How do you sell so much without being so frantic like the rest of us?”

And he goes: “You guys are focused on way too many things. You realize you only get paid on the deals you close? So why are you spending all this time on deals that are not going to close?” – “Well, how do I know?” And he said one word: “Judgment. Look at those deals. Do they behave, look, react and participate with you the way that deals that close do?” – “Yeah, but I can change that! I can do all these other things!” – “Maybe you can… How is that workin’ for you?”

His point was that he was hyper focused on the most important deals. The closeable deals. The winnable deals. And he would get to the rest if and when he had time. And this is what we got to remember in sales: Instead of focusing on being busy on deals that will not close, you will not get paid on them, hyper focus on the ones that are winnable, clothesable and you have a path to do that.

Anyone can be busy, but only few people can sell.”