Jonathan Cronin argues that consistent action on leading indicators matters more than learning new information. He uses math to show how small daily habits predict sales outcomes, not motivation or knowledge you don't already have.
How many of you know we need to be reminded more than we need to be taught. So I want to remind you again. This is like what I yell at the salespeople every day. But it's like, look like if you have a goal of X amount of deals, that it's like, how many offers do you need to give? How many calls do you need to take? Or then how many slots do you need open? So we need to delineate the leading indicators and just. And it's like, just turn it into math. Like, if I just do those things, the lag indicator is inevitable. The lag will come if I just focus on the lead.
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