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Hear How to Create Your Own 12 Week Year With Brian Moran

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Wes Schaeffer
March 02, 2021

  • Was with UPS and Pepsi Co

  • Got into high performance

  • Got into consulting

  • Process-reengineering back in the day

  • There’s no “secret sauce”

  • Implementation is key

  • Ideas are a dime a dozen

  • Close the knowing-doing gap

  • Stop adding new before you use what you have

  • The world judges us by our actions, not our intentions

  • He was “foolish enough” to jump out on his own

The world judges us by our actions, not our intentions.”

  • The grass is always greener!

  • Have a plan connected to a longer term vision

  • Goals need to be tied to that vision for consistency

  • Leaving things up to chance is not a recipe for growth

  • Are you afraid and avoiding taking action

Related Posts:

Brian Moran's 'The 12 Week Year' review by Wes Schaeffer, The Sales Whisperer®

  • There is no perfect plan

  • You gotta walk it out

  • Take your shot

  • It’s all feedback

  • Learn, adjust, grow

  • You’re statistically more likely to succeed with a written plan

  • The drills are not wasted time

  • You can’t steer a parked car

  • 12-week planning is tactical

  • You need to know which actions are worthwhile

  • The goal is to accomplish big goals fast

  • Not by working harder

  • Be consistent

  • Fear of success is real

  • “Can I attain it? Can I maintain it?”

  • There is no failure unless you quit

  • Failures are learning

  • Fail faster

  • Keep leaning forward

  • There is no overnight success

  • Lots of hard work precedes the breakthrough

  • Share your goals with people who will support you

  • Keep your goals in front of you

  • Make your goals somewhat public

  • The success in life comes from the daily mundane

  • Get out of the annual environment

  • In January you have too much time ahead and you fall behind quickly

  • Draw a hard line in the sand to have a sense of urgency

  • This will take effort

  • It will affect your team

  • Clarity: vision, goals, expectations so you need a tactical plan

  • Transparency: execution

  • Evidence: is it producing?

  • Step up or wash out

  • The marketplace determines what is needed

  • The five fundamentals

  • His weekly plan drives his daily work

  • Win the day, win the week.

  • Outcomes and actions are different

  • Sales is an outcome

Links Mentioned In The Sales Podcast