Are You Tracking Performance or Just Hoping for the Best?

What if your sales success has more to do with luck and timing than actual skill?  In this conversation, Dan and Pam tackle the uncomfortable truth that many sales professionals are operating in the dark—putting substantial effort into their pipelines without tracking the metrics that reveal whether their efforts are actually working. Pam shares her humbling story of going from a top performer to nearly losing her job when her boss moved her from a high-performing territory to the company's worst neighborhood. The result? Two months without a single sale and a harsh wake-up call that her previous success had nothing to do with her abilities.  Listen to discover why tracking isn't just about numbers—it's about developing the clarity that separates environmental advantages from genuine performance, and eliminating the anxiety that comes from not knowing where your business actually stands.