Blog | Reimagining the Process of Growth

Health Review

It is no secret that Sales Management has been in a state of change due to a variety disruptive factors over the past two decades.  We have all heard the phrase, “The only constant is change”.  While this is true, the real challenge is the rate of change. 

Accounting & Finance, Operations, IT, Marketing, Inside sales, Customer Service, Outside Sales, Purchasing, Human Resources, Quality, Executive Leadership, Strategy etc. These are just the internal relationships that you need to build, externally we need to build collaboration with Vendors, Prospects and Customers.

There is much talk in today’s business environment related to culture, employee engagement, retention, servant leadership, transparency etc.. We also see articles and conversations centered on being a data driven organization. There is a common perception that an organization must be one or the other. If we focus on the humanity of our business are we losing sight of results? If we focus on the metrics/data are we losing sight of how we achieve our goals? 

Early in my career I was taught to manage my the numbers. With this tactic the results that were achieved were short lived blips on the map. What was missing? I had role alignment, definitive job descriptions, defined sales geographies, metrics and technology. What else could I possibly need to yield sustained results?