This is episode 204. Read the complete transcript on the Sales Game Changers Podcast website. LARRY’S FINAL TIP TO EMERGING SALES LEADERS: “Create your own way of keeping score. If all you’re thinking about is hitting quota, if all you’re thinking about is hitting your month, hitting your year, hitting your quarter, hitting whatever those goals are, you’ll have those days where it’s very challenging to find success versus if you say, “There are different things beyond just making the sale.” There’s the showing up at the time that you said you were going to show up, remaining focused for the amount of time that you said you were going to remain focused on this task, and making the outbound activity that’s necessary, for example.” Today’s show was recorded in Ann Arbor, Michigan where Thomson Reuters is based. This is the second of two interviews we’ve done with Thomson Reuters sales leaders. Larry Goeckner is a Sales Director at Thompson Reuters, where he’s been his entire career. Find Larry on LinkedIn!