The openness to ideas, especially ideas that you disagree with and that make you uncomfortable, is one of the foundations of mastery. Judge these different perspectives on their effectiveness in a single situation, knowing that there is no right and wrong. There is only effective and ineffective.

At the end of each year, those in sales management will pull out their spreadsheets and work out the coming year’s goals and targets. If you are lucky, they will have left well enough alone with an unnecessarily cumbersome commission plan.
At some point, you will be given goals and targets and your commission structure. You’ve [...]

Your March sales will be the result of all of the activity you have taken in Q4 – 2009, not between January 1st and March 31st, 2010. This article outlines some of the ways we can change the way we think about these dates to ensure we have planted the necessary seeds to harvest results later.