2021 is here. Not a surprise I know. What I do also know is that today and its challenges look just like where we left off a few days ago. AND, that is the way it will be. Surprises will continue, challenges will rear their ugly head, just like ALWAYS! AND we will respond and […]

As we approach the end of the calendar year, there is an abundance of folks loudly proclaiming good riddance to the current year with the hope that the next year will bring relief from the challenges of today. I understand the emotion behind both aspects. This has been a strange year for sure. I choose […]

Salespeople need them now more than ever. Let me expand and explain. As salespeople, we are told to “just go sell”. Get more face time (now video time) with our clients. Understand what they need and then deliver it. Simple, right? From that single perspective yes it is. And once upon a time that worked. […]

Continuing our exploration of Shiftability we step into the art and science of TRANSFORMATION. More than just change… this is where we change who we ARE at the core of our beliefs, not just changing our techniques. The journey continues with a bit of a story that we are all probably familiar with. While written […]

I was reading a blog, this morning, from a consultant firm that I consider to be very sound, until this moment, on this subject. The subject was the area of compensation for sales teams. They wrote all about making sure that the sales compensation drove the strategic objectives of the corporation. While that sounds reasonable, […]