You’ve heard it many times from MySalesDay: manage your performance, not your results.

At all stages in your sales career, you must focus on the actions and behaviors you activate daily. Yes, you must keep your quarter quota in mind – those results define your success. But your attention needs to be on your skills and traits that will get you to your quota attainment.

The end of a calendar business year is a great time to assess how you applied your skills and traits…and how they grew during the year. You track your goal attainment each quarter and year, so why not track your skill development?

Are you better at listening this year versus last? Great! By how much? And how do you know? Although hard to quantify skill growth, do your best. It’s important to try to measure your skill development so you can understand where to apply your attention.

So, while you are desperate to close it down and start the exhaling that is synonymous with the last ten days of the year, take a moment and write down your skill accomplishments in your Wins Journal. It’s important to pat yourself on the back for non-monetary gains!