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Run Your Sales Training Like An NFL Training Camp

Aug 1, 2019
3 min

Run Your Sales Training Like An NFL Training Camp

With fall right around the corner, it’s a football fan’s favorite time of year: watching games and eating buffalo wings! We can’t help but think of how similar great sales management is to a successful NFL training camp. Coaches are working hard to create a team, hone their player’s skills, and prepare for the long season ahead. Great sales managers are likewise working hard to create a team, hone their sales team’s skills, and prepare for a never-ending season of selling. Wa

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Hope is Not a Strategy

Apr 1, 2019
3 min

Hope is Not a Strategy

Over the last four weeks, during our discussions of the stages of industry growth, one thing has become clear: Every company will reach an inflection point that will force them to either make a proactive decision that promotes beneficial change or take reactive measures once their company begins to fall into decline. So, for our purposes, let’s assume that choosing a path geared towards transformation isn’t a practical option for you, and that, because you are thinking ahead

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Continuous Improvement or Survival: The Clock is Ticking

Mar 25, 2019
2 min

Continuous Improvement or Survival: The Clock is Ticking

Over the last few weeks we’ve been discussing the Stages of Industry Growth, outlining the three potential final stages, and explaining that every company – yes every company – will eventually pass through one of these three: Transformative: Fueled by Innovation Continuous Improvement: Fueled by Desire for Profits and Growth Survival: Fueled by Need to Stay Afloat How do you know which stage, either A, B, or C, is your company’s destiny? Well, that depends upon company leader

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Do You Have a Culture of Continuous Improvement?

Mar 18, 2019
4 min

Do You Have a Culture of Continuous Improvement?

In our previous discussion of the Stages of Industry Growth, we outlined that companies pass through predictable stages in their development: Early / Rapid Growth, Competition, and eventually reaching a point of “maturity”. This leaves them at a leadership crossroads, and the decisions made here forecast one of three future stages: Transformative: Maintain high growth even at the expense of existing products/services Continuous Improvement: Protect our current business and wi

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Is Your Company Destined for Decline?

Mar 11, 2019
2 min

Is Your Company Destined for Decline?

Last week we asked a question, why do so many re-engineering efforts fail? The beginning of the answer to that question lies with a company’s leadership, and their ability to make the right decisions at the right time. The Stages of Industry Growth Most companies progress through a natural life cycle. Successful companies often begin with a great idea. If they are talented at marketing their idea, they will experience early rapid growth and a subsequent land (or market share

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