1. 🎯 Measure output to manage results and avoid micromanaging, but switch to measuring activities when not hitting numbers to guarantee output, as per Dr. Michael Lebau's "The Greatest Management Principle in the World" (1985).
   
   
2. 📊 To ensure output, focus on key metrics introduced by Frank B. Kern in the 1940s-50s: cold calls, call-to-meeting ratio, pipeline size, average deal size, close rate, and sales cycle length.

1. 🔍 When performance lags, zoom in on specific activities while maintaining oversight of high-level dashboard metrics like sales, new clients, and revenue.

1. 🏆 Recognize and reward desired activities through both monetary and non-monetary means (e.g., encouragement) to motivate people and drive the right behaviors.

1. 🔄 Flip the equation from output measurement to activity measurement when targets are missed, ensuring that the right activities are being performed to achieve desired outcomes.

1. 🔄 Attitude leads to activity, which leads to achievement, which reinforces attitude in the "wheel of success" cycle.
   
   
2. 🎯 Results guarantee a good attitude, not vice versa, as achieving goals validates one's approach and boosts self-esteem.

1. 🏋️ Jordan Peterson's strategy of "lowering the bar" involves breaking goals into smaller, manageable sub-goals to build momentum and confidence.
   
   
2. 📚 Example: To read more books, start with one page a day and gradually increase, creating a habit and overcoming procrastination.

1. 🚀 Getting results drives a good attitude, creating a positive feedback loop where small achievements lead to greater goals and motivation.
   
   
2. 💪 The "Peterson principle" of breaking down activities into achievable sub-goals is a powerful strategy for overcoming procrastination and achieving success.

There are three customer buying situations that dictate the approach a salesperson should take. First, for clients not currently using any solution, the presentation must create a sense of need and urgency for the product. Second, when customers are using a do-it-yourself or in-house solution, the sales strategy shifts to an advantage presentation, highlighting the superior benefits of the offered product. Finally, for clients already utilizing a competitor's product, the focus becomes a switchover presentation, emphasizing the positive outcomes and ease of transitioning to the new system. Understanding these states allows salespeople to tailor their presentations effectively, moving beyond generic pitches to address specific customer contexts.