attitude | Jim Ruta

My sales cycle is very long and I end up writing a dozen cases a year. I qualify for court of the Table but it’s getting harder every year to keep my energy up. What can I do?

Even if you are making good money, you are making it tough on yourself. You’re a perfect example of letting the “Attitude Code” work against you – “Your attitude is inversely related to the length of time since your last sale”. Here’s the math: If you made your last...

What can I do to give myself a kick-start at the start of the year?

by Jim Ruta

One company I worked with had a “Pacesetter” campaign every January. The idea was “As January went, so went the year.” It worked very well. When you get ahead of your objectives early, the pressure to perform drops and you can do even better. Be careful of the reverse...