Looking Backwards To Succeed Forward

Most salespeople are so focused on what's ahead that they never stop to look at what's behind them — and that's exactly why they keep getting the same results year after year.

In this episode of Master Mind of Sales, Steve Schiffman — sales trainer to nearly 900 companies over his legendary career — delivers a deceptively simple truth: if you want to change your numbers, you first have to understand them. And that means looking backwards.

Steve challenges you to open your diary, pull up your records, and ask yourself an uncomfortable question: How many people did you actually see last year? The year before? Three years ago? If the number looks about the same, you haven't been growing — you've been repeating. And no amount of wishful thinking changes that. Not even the commission bump you've been celebrating. (Spoiler: that's inflation, not performance.)

The good news? There are only three levers you can pull to increase your sales, and once you know your real numbers, you'll know exactly which one to reach for.

Your number one competitor isn't the company down the street. It's the status quo — and this episode is your first step toward beating it.

Visit my website at https://steveschiffman.com/ to grab the handout we created from this podcast. I'm sure you will love it.