Over the last decade, I’ve watched at least three terrific organizations shut down for lack of a succession plan. Development of your organization’s next owners and senior management may be in your game plan but where’s the plan and do the key players know its content and which calendar year is it in?

Would you like to know which customers have opportunity for you that they are willing to tell you in their survey? Of course, not everyone wants to know that level of actionable information because when you know that level of actionable, current customer information, you then have to…act on it.

Plant Managers are too often being asked to operate as “Important Care-Takers”….”get their customers’ jobs produced correctly, and on-time.” That’s not the whole picture we should be supporting from them…or that they should be supervising…and developing….including their own development.

Packaging…..a market that’s waiting for many companies to step-up and into…..However….the theme here is that you want to look at your undeveloped and underutilized capabilities……..….and then your (potential) customers’ interests….. and potential needs…..from your customers’ standpoint….to see and understand…. what direction to go…. next….that rewar...

If we don’t know what’s most important to our Buyer/Customer for 2019, is that a good place to start changing our focus from us to our customer? How important to your Customer’s future business success did your recent Customer Survey say you are?

Top-performing Inside Sales Reps we know are skilled, and disciplined in consistently providing target Prospects and Current Customers with Useful Information. Smart Buyers want useful information s part of the buying relationship.

This smart, world-class manufacturer intends to drive targeted customers into their showrooms. This promotion appears to spare nothing! They knew who they wanted to invite. They didn’t use cable, billboards, or any combination of social media.

What does your dream look like? Greatness requires thoughtful commitment, time, disappointment, temporary defeat(s), more time and a dream of what could be. Otherwise, there’d be no honor in it.

What Does Your Priority List Look Like…? You Do Have A Daily Priority List…Yes….? How many letters of acknowledgment have you written --- to (a) supplier Reps bosses, about the Rep’s performance and “his/her going the extra mile”, and (b) Buyer’s bosses --- about the professional conduct of your Buyer?

When You Need The Business....It's Too Late We’ve all heard or voiced versions of "Can we skip this week’s session we’re all so busy?" Or, "I’ve got an important appointment do I have to be there?" So what new information has been prepared? What problems not previously reviewed are going to be resolved?