Now, that can mean a million different things, can't it? In this context, could you tell us a bit more about control?

Yeah, so in the sales, let's talk fully just on sales and running a sales team or you as a salesperson.

Control is making sure that you're in control of that sales process and it's not in control of you.

So for example, let's look at what controls you need.

So you need to understand and be in control of your day, your week and your month, right? So what does a day look like? It's easiest to break it down to a day, right? So when are my customers most likely to pick up the phone? Yeah, I'll give you a great example.

I worked with a client who were selling into schools, right? And they couldn't get hold of the schools.

And I said, when are you making your phone calls? And they said, well, you know, we do them between 11 and 1 every day.

So by all means, share one of them for our listeners if you want.