The Journey Needs To Be Completed

By Tibor Shanto
We all know the expression “A journey of a thousand miles begins with a single step.”  All well and good if you’re an ancient prophet without a quota, but in sales, it’s not good enough. In sales, we have to worry and plan for the next step well in advance. And then the one after that, and all the rest of the 1,000-mile cycle. So, when pundits tell you the hardest part is getting started, it actually is not, it is finishing.  The journey needs to be completed.
By this, I do not mean closing but finishing the plan for closing. Too many salespeople depend on momentum for closing rather than a solid plan for getting there.
Not That Kind Of Book
Many salespeople look at their playbooks as through they were storybooks. They believe that it is the story for how things should unfold, rather than a set of instructions