It never ceases to amaze me. Whenever I go into a new company, I immediately talk to the top performing salesperson to find out what’s really happening on the front lines. Invariably, I find someone who is brilliantly organized and focused on accomplishing some aspect or detail of a plan that will move them closer to a goal or objective.

The personalities of the people vary considerably, but that single characteristic unites the winners more than any other I know. And its absence unites the folks who aren’t winning at the game of business or life.

So, how do you measure up when it comes to setting goals, being organized, planning, and managing this precious commodity called time? If you are passionate about them and follow a formal discipline in practicing and implementing them every day, you already know what I am talking about. You are also probably leading the pack in sales results. If you are someone who thinks or says you can be a high performing salesperson without them, you are probably wrong.