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" ... • Divide and conquer. Or as I like to say, 'Divide and make it achievable.' As we have unfortunately learned with pandemic statistics, big numbers can be hard to relate to or too overwhelming to feel actionable. The solution? When possible, present facts and figures on a smaller scale, so that personal achievability feels within reach. For example, if you tell your 1,000-person sales organization that there is a $1,000,000 shortfall in the sales they need to close, that can feel overwhelming. A million dollars? However, if you divide the ask by sales professional, it's $1,000 per person, which feels much more achievable. ... "