A company, a team, an individual, won’t make money, at least for long, if you aren’t creating value.

“Let’s double our number, make millions, and increase our ARR by 78%!”

These are all good things, however, a laser focus on pushing a number alone can be destructive.

Yes, a number is great, it can be a very straightforward way to know how you’re doing. But achieving that number will not be done by focusing on the numbers alone.

So change the language of your sales team.

“This year we’re going to create more value than ever for our clients!”

“We’re going to identify and listen to the clients problem and solve it!”

“We’ll delight them with timely and clear communication!”

This is the path to not only achieving your number, but will lead to a company that lasts.