A Result is Not a Result Until It's a Result

The best intentions in the world do not constitute great results. Having lots of potential customers in the pipeline does not equal a great quarter. Having well-crafted designs of new products does not equal a breakthrough for your company.

A sales manager recently shared a story with me. One of his sales reps sent him a report every month filled with positives about his sales pipeline. However, he had no sales. At the end of the first month, the sales manager said, "Great job." At the end of the second month, he said, "Keep going." At the end of the third month, he said, "The proof is in the pudding." At the end of the fourth month, he said, "Activities are not sales. A sale is when the customer says yes and puts money down." Suddenly the sales rep started to actually make sales.

Don't let yourself or others think that activities and possibilities equal results. It's better to move one project, one sale, or one new product all the way to the finish line than to have a dozen great ideas in the pipeline.

Remember: a result is not a result until it's a result.