Mark Murphy

Today we'll be talking about reaching your hard goals and working harder at each role in the sales process.

I want to start off today talking about a book that Mark Murphy wrote several years ago called Hundred Percenters, and in this book, on page 28, he makes this statement: "Rather than making sure your goals fall within the role of the eminently achievable, hard goals push all the people involved beyond their current self-imposed restraints and help them discover where their limits, if any, really exist.

To be effective, hard goals must be four different elements here.

Number one, heartfelt.