Is Your Sales Team Positioned for the Future?

What is not distributed now will become distributed. – Unknown If we believe the above statement, what will our sales force look like in the future? How will it be distributed? William Gibson is credited with the well-known saying, “The future is already here – it’s just not evenly distributed.” I would attest that our present sales efforts in most instances are to Read More …

3Cs of the Lean Cycles (Expanded): SDCA, PDCA, EDCA

I think about Lean in three distinctively different ways: Tools: Documentation, problem-solving, development, design Structure: Creating a workflow to traverse between one to the other in a natural progression. Behavior: The way we practice to achieve specific outcomes in an efficient manner. By doing this, it allows me to move from micro to macro thinking Read More …

Issues in Transitioning to a Lean Sales Environment

 Does Your Sales Compensation Incentivize the Correct Lean Behavior?  Does Your Sales Compensation Incentivize the Correct Agile Behavior? Is there a Secret Sauce Transitioning from Solo to Team Selling? PDF Download   Co-authors, Jeffrey Liker and David Meir, of The Toyota Way Fieldbook defined the Supplier Partnering Hierarchy of Toyota that consisted of 7 steps. I have always Read More …

What Are Your Avoidance Tendencies?

According to Andy Molinsky, an expert on behavior in the business world, there are five key challenges underlying our avoidance tendencies: authenticity, competence, resentment, likability and morality. Does the new behavior you’re attempting feel authentic to you? Is it the right thing to do? Answering these questions will help identify the “gap” in our behavioral Read More …

Intro Video to The Funnel of Opportunity

There is no better way to lay the fundamentals of a marketing plan in place than through the creation of a Funnel of Opportunity. Creating a plan in isolation from customers says that you know everything you need to know starting at the beginning. It indicates that you are smarter than the market. Marketing must evolve Read More …