The ability to focus attention on important things is the defining characteristic of intelligence.
—Robert J. Shiller
MORE THAN 100 years of research and countless millions of dollars have been invested in seeking the causes for success and failure in selling and in most other fields. At last, we have the answer.
It is simply this. People are highly paid because they spend more of their time doing things of higher value. People are underpaid because they spend more of their time doing things of lower value.
Salespeople who spend every minute of every day focusing on high-value activities eventually rise to the top of their fields and make both a lot of sales and a lot of money. Salespeople ...