Can You Look Around Corners?

Company sales reports look backwards.  P&L statements are a record of “what’s happened” up until now.  So how do you look around corners to predict the future? In the early and mid-2000’s, I learned the answer to that question.  Chris Walton and Rob Olander. Chris lead the company where we both worked–he as General Manager and I as sales manager from 2001-2003.  Chris’ financial […]

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5 Keys to Sales Territory Management

When the strategies, initiatives, and priorities begin to stack up, it may be time to return to the basics and execute.  Because remember, when everything’s important….NOthing’s important.  So start here: Blocking and Tackling….If a football team’s offensive line can’t do their job with excellence and protect the quarterback, no series of Hail Mary plays will ever win the game.  If […]

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Forget Commodities. I’m a “Specialty Supplier.” Right?

  When it comes to margins and serving customers who remain loyal to us due to the high-end products we provide—everyone knows the value of being a specialty products’ provider, right? And in addition, its our least loyal, price-shopping customers that make us often consider cutting out commodity products altogether. So what would be wrong with increasing our focus on […]

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