We have learned that bottom-line results – especially sales results – are a product of three critical factors. This is expressed in our formula: R = A + C + E - Results = Attitude + Competence + Execution ATTITUDE – the state of mind the mood, the mental orientation of the people involved: the sales people, the sales manager, and the senior management. You can learn how to quickly and effectively manage your own attitude and that of the people you supervise. COMPETENCE – the skill level and know-how of everyone involved, and their capacity to use what they know to produce results. Sales and sales management are both an art and a science – they can be learned, but it requires self-awareness, cutting edge training, and vigilant practice. EXECUTION – doing exactly what’s required to hit your target and exercising the courage to avoid wasting time doing things that don’t – no matter how urgent, popular, or attractive these other activities appear. Learning how to TRANSFORM these three things – not just understand them or apply some tips and tricks to improve them – involves directing your awareness to the right things at the right time. This is accomplished through the skill of SPLIT ATTENTION and the art of focusing on DISTINCTIONS that release one’s natural ability to perform. These changes generate measurable, sustainable results.