I can always tell what part of the month it is by my book sales. Want to know how? At the end of the month, everyone is scrambling to make sales so my sales are down. At the beginning of the month, most salespeople are surfing the web instead of working so my sales are way up.

Did you know that top producers don't work by the month, what part of the month it is, how many days are left in the month, and so on? Top producers are so consistent in bringing in the big sales numbers that they do because they do what needs to be done every day. They don't take it easy the first week of the month and work overtime the last week. Every day when they wake up, today is today, and they do the same things every day. That's why they're so successful.

When I wake up, today is today. I don't care what part of the month it is. Realize that, without consistency, you will not be successful even if you are the greatest salesperson in the world! Concentrating on selling by the month destroys consistency. It automatically puts salespeople into a mindset of relaxing at the beginning of the month and working extra hard at the end of the month. Guess what? That mindset doesn't work. It isn't the mindset of a champion and it isn't how the most successful sales professionals operate.

If you're a sales manager and you always remind your team how many selling days are left in the month, you're guilty too. In fact, when I was a rookie and still stuck in the selling-by-the-month mindset, I had my managers to blame for it. Managers too need to realize that today is today, and consistency is key. You too will realize more success if you stop worrying about the month and start focusing on today. Your team will pick up on this and they'll do the same.

Stop thinking about the month. Realize that today is today, and do today - and every other day - what you need to do to be successful. Do that and soon you'll be a top producer yourself.

Frank Rumbauskas

Frank J. Rumbauskas, Jr., author of the New York Times Best-Seller "Never Cold Call Again: Achieve Sales Greatness Without Cold Calling," spent several difficult years in sales, frustrated and convinced that there must be a better way than the familiar chants of "cold call more" and "increase your activity" so frequently heard from well-meaning but otherwise clueless sales managers.

While working as an account executive for a Fortune 100 company in the mid 1990s, Mr. Rumbauskas was mentored by another A.E. who went from entry- level sales to upper management in 3 years, something unheard of in this particular organization. This top producer revealed a very basic principle to Mr. Rumbauskas. He immediately applied it and suddenly began to achieve tremendous results. That simple principle forms the basis of this entire program. Mr. Rumbauskas has taken it, perfected it, designed systems around it, and is now able to apply it to any and all sales jobs. He went on to successfully start and run two sales agencies based on these principles before moving into sales training.

His biggest strength compared to other sales trainers and authors is the fact that he is now a business owner who meets with salespeople on a regular basis. He is careful to observe everything they do right as well as everything they do wrong, and his training materials reflect this firsthand experience.

Originally from Linden, New Jersey, Mr. Rumbauskas now resides in Phoenix, Arizona. He is actively involved with various community and civic organizations in the Phoenix area, and is an active entrepreneur - he owns a mortgage protection life insurance agency which uses the principles he teaches to generate business without cold calling, and is a major holder in an emerging wireless internet company. He enjoys reading the great number of success stories we receive from students of this program. If you have a success story you haven't yet shared with us, please do so!