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Paul Lemberg who is a master sales consultant is fond of saying: “Don’t focus on results, focus on processes.” Paul says that when it comes to managing sales people, you should not focus on the results they are bringing in but on whether they are following the processes that you have put in place.
If they are following the processes, you can help them, you can show them ways to improve, you can track their progress and you can give them feedback. If they aren’t following the processes, then it’s all guesswork.
The key is that you must have processes in place that actually work when the sales people work them. If you do, then you can guarantee their success as long as they work the process.
Russel Brunson agrees with this and his Click Funnels system is based on processes. The system Russel has developed is guaranteed to produce results if you work the process.
When you’re starting out, don’t worry about results, just worry about processes.