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Category - Organizational Design


It’s planning season, don’t forget the little things!

Goals and initiatives change from year to year, but there are a few things that should be built into your sales organization and stand the test of time. Since 2014 has now entered the fourth quarter, sales leadership is likely diving deep into financial spreadsheets, sales reports, cost estimates and resource allocations models. They’re looking …


Succession Planning- A Built-in Bench

Those of you that have kids know quite well the stages you go through in raising them. Our oldest son graduated college last May, our second son is getting ready to graduate high school in a month and start college in the fall. Then finally our daughter is four years away from that transition in …


A solid foundation and a plan are a must.

Building an effective sales organization is like building a house, you must have a solid foundation and a plan. A builder will plan with the homeowner for months before they move one shovel of dirt, cut one board or hammer a nail. Whether you are building your sales organization from scratch or you are implementing …