I don’t care what you think! I had a lecturer a few years ago for a marketing subject who used to say that a lot. ‘I don’t care what you think’ he’d say.’ I care what your target market thinks.’ If anyone answered a question by saying ‘I think…’ he’d cut them off quickly by…

I used to work with a manager who told me “What gets measured gets done“. I think he was right. Good salespeople measure the right things. In a lot of direct sales environments, they know how many phone calls they need to make to get a certain amount of appointments. This provides them with a…