Align to your customer, not to your org chart

Beneath every revenue success, you’ll find an alignment of personal wins.  Designing your team’s efforts around your customers first, not your internal job assignments, can really go far in creating great team habits — and, in creating loyal, high-value customers!

A book entitled “Corporate Kinetics”, written by partners at Deloitte Consulting in the late 90’s, truly crystallized what corporations had previously struggled to grasp:  Read more »

Want the right results? Create the right rewards.

A leader stays riveted on the revenue goal, directors on the revenue roadmap, teams on revenue results.  Sounds easy but it isn’t. 

In traditional business models, sales teams and individuals perform with one goal in mind — to maximize their compensation.  And Directors, or managers, maximize their stake by ensuring that the best mix of high-margin products and services get purchased by the target clients.  All the while, leaders, or executives, watch those sales numbers religiously, encouraging added efforts or new approaches when trends are falling short.  

But, here’s the gotcha…  Read more »