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In The Sales Arena

Welcome to "In the Sales Arena" with Jim Jacobus ...

This podcast provides real world strategies, tactics, sales skills and mindset to build the sales career, and life you want! Jim Jacobus has spent the last 20+ years designing, developing and delivering sales and sales management programs for elite organizations like PricewaterhouseCoopers, Halliburton, Akzo Nobel, IBM, XEROX and many more.

In this podcast Jacobus shares the best of the best from the 1,000’s of days and 10’s of thousands of hours spent working with outstanding sales teams literally all over the world! Want more from your sales career and your life? This is the place to be!

Dec 3, 2015

Welcome gang!  We are in the 3rd part of the 4 part series of 4 questions you should ask yourself to make 2016 your best year yet.

So far we have asked ourselves:

What’s working and how do I do more of it?

What’s not working and how do I get rid of it, or make it work?


Today’s question is question number 3:

What do I want to do this year that is new?

“In times of change, Learners will inherit the earth.  While the learned will find themselves beautifully equipped to deal with a world that does not exist.”



Take a training class, be a better presenter, develop a new product, work in a new market.  In other words what do I want to do in my business that will make it better.



Take a cooking class or learning new hobbies, or even become more proficient at a skill you already have.


I personally want to become a more skilled marksman.  I want to take a self-defense class, and become better at using the guns that I own.


What are you going to do this year to become a vibrant, growing human being?


It makes us more vibrant.

It makes us more interesting to other people.

It keeps your grey matter pliable.



One of my coaching clients is changing the performance metrics from Lag KPI’s to Lead KPI’s.  This way, they can measure performance as it is happening, rather than just after the fact.


Next week we will be discussing question number 4 to close out this series.


Listener Question of the Week - “Hey Jim, it’s that time of the year and our company is asking for our projections for next year.  All of my colleagues are padding their numbers so they can have a good year next year.  What do you think about doing that and what should I do?


Quote of the Week: “He who is not courageous enough to take risks will accomplish nothing in life.”  Muhammad Ali