Chapter 7

Setting (and Achieving) Goals at a Distance

Setting a goal is not the main thing. It is deciding how you will go about achieving it and staying with that plan.

—Tom Landry, Hall of Fame football coach

Frank has been a sales manager for five years. He’s always had a couple of people who work from home offices, but most of his people have worked together except when they’re out with customers. Over the last year, his people have been working from home more and coming into the office less frequently. His top performers are still making quota, and many are outdistancing their goals, but he’s noticed that newer hires are struggling. He’s spending more time with them, and they aren’t ...

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