I was sitting here today, the first day at work in 2018, and reminiscing about all the changes in this industry over the last 35+ years and all I have learned.

Let’s go back to January 2, 1980.

It’s a new year, the start of my 2nd year running our family’s Milwaukee travel agency. I already have made up my mind on the changes that I’ll be making around here this year. First, I’m going to add another agent, bringing our selling staff to 8. They’re all full-time employees since the IC concept hasn’t yet caught on – we’ll have to wait another 15 years before that phenomenon really changes things in the…

It is up to you to see that your business grows. If you don’t make it happen, chances are nobody will. Not assuming responsibility for what happens in your career, week, day or sales call is a mistake.

The outcome of your sales career (and your future) is entirely up to you. That is one of the beautiful things about sales. Your hands are on the controls. Your future, for the most part, lies entirely within your power. You set the pace. You plan your day. You make the calls. You take the credit. You take the…