Saturday Morning Sales

Kevin Latchford


Feelings of Inadequacy - February 10, 2018

Throughout a sales person’s career there may come a time or two where they may feel inadequate. I don’t mean junior level or inferior to a more seasoned sales person. I am referring to the feeling as though they do not belong at the table, in the sales call, or even worthy of calling on such a prospect. It happens. It is the “second guessing” of one’s capabilities. And, typically, it happens without notice.


I am in no way, shape, or form going to make light of someone that may suffer from a panic or anxiety attack. However, being overwrought by a feeling of inadequacy during the sales process can bring the best sales person to their knees. Where does this come from and why does it happen? More importantly, how do you get past it?


While I am not a psychologist, having been faced with these feelings a time or two in my own career, I can attest to just what went wrong and how I corrected the situation. Also, I should point out, this is a topic I’ve been asked to address for some time, but one that can be very sensitive.


For me and for those sales people close to me that have shared their stories, the feeling of inadequacy tends to rear its ugly head when we are feeling exceptionally well and on top of our game. As if nothing can go wrong, deals are closing left and right, and then out of nowhere you have one in front of you that shuts you down. You get this sense that either you are not the best fit for the sales role, your company cannot deliver, the clients expectations are beyond your capability to deliver, or simply the client is too good for you. It tends to come out of nowhere and makes you question your entire sales skill set.


At least for me, as I look back on these situations, it was a grounding effect. My ego was likely getting in the way of being clear-headed. And, what I found to be the common link was that many of the closed deals leading up to this moment were simply “layups”. They were good deals, but they were easy. My sales process became a bit robotic. I didn’t necessarily need to bring my best to the table in terms of proposal writing or even prospect communication and yet I was closing, closing, closing. Well, then comes the deal that shook me to my core. The deal that would require me to put in a lot of early mornings and late evenings. The deal that needed much more attention to detail, time spent with the prospect, and my absolute best. It was the deal that both thrilled me and scared me.


I began to question my capabilities and if we were the right fit to win such an opportunity. I began to feel inadequate in the face of the competition and in front of the prospect. Things prior were coming way too easy and now I had to truly earn my sale. I needed to step up, rise to the occasion, and do what I was trained to do – close the damn deal.


It was not an easy situation to mentally process. It took its toll on me physically by losing sleep and skipping meals. It took its toll on me mentally because I was questioning who I was and what I was doing. But, in the end, I did rise to the occasion. I put my best out there and I closed the deal. I swallowed my fear in losing the deal and with it all the feelings of being inadequate. I made myself believe I was the right fit for the right prospect. I needed to look myself in the mirror and admit I took advantage of the low hanging fruit leading up to this deal, but regardless, I was worthy of sitting at the table.

Become a "Conversation Generalist" - February 3, 2018

We’ve all been there, trying to hold a conversation with a complete stranger, only to be pushed right out of our comfort zone. It can happen at a social event, a business meeting, or sitting in the stands at your kids basketball game. A conversation begins innocently enough, but either by your own accord or the other person, it gets pushed into a corner where you or the other person become lost and can no longer be a part of the discussion.


Here's a recent example I went through: I was at my daughter’s basketball game and sat down next to another dad from her team. He’s a very pleasant person and is a surgeon by trade. We had about 10 minutes before game time and we so we began to chat. The typical “nice day”, “girls have been looking good out there” kind of stuff. And then, without giving it much thought, I asked how work was going. Without skipping a beat Larry jumped right into telling me all about a recent procedure that was way above my head. Unfortunately, Larry did not pick up on my queue’s and kept going right up until tipoff.


Larry is a brilliant surgeon, but in social settings, he is a bit awkward when it comes to being able to hold a general conversation. And, because of this, he loses people like he did me. He is not what I call a conversation generalist.


Sales people must learn to become conversation generalists. It is not a difficult skill set to learn, but it does require commitment and time. You, the sales person, must be willing to read. And I mean read, read, read. Think about breaking the ice when you first enter a sales call. In almost all cases you exchange pleasantries with the other person by entering into a brief conversation. But, what do you talk about?


Keeping up on the headlines, especially locally, may be a start. Another way is to prep yourself with a little background on the person you’re meeting with and reading up on something that may be of personal interest. For example, if the person you’re meeting with is a youth sports coach, find something relatable that you can discuss.


Over the course of my nearly twenty-five year career I’ve watched many a sales person lose the deal before it even started because they could not break the ice and hold a general conversation with the person across from them. They were either stopped in their tracks with fear of what to say or they jumped immediately into their pitch. Nothing has changed. Sales people still need to master the art of the general conversation. 

Interview the sales candidate without their cell phone - January 27, 2018

This is a short post this week. I want to share with the hiring managers out there a tactic one of my clients has implemented during the hiring process and one you may want to consider. While my client uses this tactic primarily when interviewing candidates for sales positions, you could certainly apply this approach to all of your interviews. It is quite simple and yet so telling. Here you go…


When the candidate arrives at your office, intentionally keep them waiting for a few minutes, and provide them a relaxing environment to wait. Take their coat and hang it up, get them water or coffee, and let them know they just need to wait a few minutes. The likelihood is the candidate will immediately reach for the cell phone. It has become second nature whenever we’re given a few minutes of “down time”.


When it is time to begin the interview, have your own cell phone in your hand (on silent) and walk the candidate to your conference room, office or wherever the meeting will take place. Have a table with a drawer, a file cabinet, or a desk in the room, anything where you can tuck your own cell phone away during the interview. Prior to sitting, announce, “oh by the way, we have a policy of no cellular distractions during meetings, so if you don’t mind I’d like for you to place your cell phone with mine in this drawer, that way we’re not interrupted until the end of our meeting”. Then put your own cell phone away and gesture for the candidate to do the same.


That’s it – end of story. Well, sort of.


Here’s what will happen. You will immediately gauge the comfort level of the candidate by removing one of the most addictive devices of all time You’ll require the candidate to communicate openly without distraction, making eye contact. No vibrating texts in their pocket. And, some candidates will be perfectly fine, comfortable, professional and a delight to interview. Others will lose their “security blanket” and be fidgety the entire time. They will be uncomfortable. They will be distracted wondering what is happening inside their digital world. They will become anxious.


Such a simple tactic can be oh so telling of how the candidate can handle themselves in real one-on-one situations. They either can or the can’t; and generally speaking there’s no in between.


Give it a try, I know I will.

Another Matthew Kelly Quote - January 20, 2018

Over the past two weeks I have written about, generally speaking, being a good person not just a good sales person. There are many good people that are lousy sales reps. There are also great sales people that are not-so-good human beings. I’ve always strived to be both, and truly believe one has everything to do with the other.


Referring back to my post about author Matthew Kelly and the philosophy of becoming the best-version-of-oneself, I feel the need to use my post this week as a follow-up to the past two by sharing my thoughts on another Kelly quote:


“Who you become is infinitely more important than what you do, or what you have.” 


I’ve come across this quote throughout many of the books and posts I’ve read by Mr. Kelly, and at first I simply glossed over it, never really giving much thought to the real meaning. However, over the past year, while I’ve worked diligently to enhance my own life physically, mentally, emotionally and spiritually, these words have been my silent mantra. Now you’re probably wondering what this has to do with my typical sales advice or posts. Please allow me to explain.


Although I’ve read Mr. Kelly’s works off and on for several years, as you’ve recently read through my posts, it was not until mid-2017, when I was 45 years old, that I consciously chose to work on becoming a “better-version-of-myself” in hopes of someday being the “best-version-of-myself”. I believe Mr. Kelly’s words that I am sharing today are the key to my becoming the best-version-of-myself on both a personal and professional level. Here is how I’ve broken down this quote to have such a great impact on my life and it is my hope this short message will resonate with you as a person and as a sales person.


It took me a while to digest this message and it was only after a lot of quiet ponderance that I was able to dissect the meaning of the message. And, when I say I dissected the meaning of the message, I have done so as it relates specifically to me and not to anyone else. The meaning of this quote finally hit me when I studied it in reverse, as in what do I have, what do I do, and ultimately who am I.


What I have is a pretty good life and lifestyle. I have a great wife and wonderful children; a stable family. I have a very good career, solid company, and I’m surrounded by hard working professionals. I have more than enough material possessions to make myself and my family and friends happy. What I do is work as a sales person. I’ve coached youth sports. I volunteer personally and professionally from time-to-time. But, then I ask myself, "who am I?"


I am a loving husband, father and friend. I am a fair employer. I am a successful sales person. I am a business owner and entrepreneur. I am a coach. I am outdoors enthusiast. I am a faithful Catholic. I am all of these things and more, and yet I am continuing to seek ways to become the best-version-of-myself.


As I continue to dissect this quote from Matthew Kelly: “Who you become is infinitely more important than what you do, or what you have” I am reminded that it is not my career or possessions that define who I am rather those are byproducts of whom I am today and who I want to become. They are intertwined and by recognizing that it is vastly more important to be a good person, each day striving to be a better-version-of-myself, while on the journey of becoming the best-version-of-myself, it is my character that will be my personal compass. Staying true to myself in all that I do, as a husband, father, friend, boss, sales person, coach, volunteer, etc. will ultimately be what defines me and not just being known as a successful sales person who accumulated stuff because of my accomplishments.

Who Do You Hang With? - January 13, 2018

I woke up extra early this morning for a variety of reasons. One, I am anxious to participate in a competition today with my Labrador Retriever, a hunting-retrieving contest. Second, it is my forty-sixth birthday, and other than the number, I am feeling better than ever physically, mentally, emotionally and spiritually. And, third, I read an article yesterday afternoon which contained a quote that I simply cannot stop thinking about.


“It’s better to hang out with people better than you. Pick out associates whose behavior is better than yours and you’ll drift in that direction.” Warren Buffett


I’ve long admired people for who they are more so than what they are or what they have. And, I have written and spoken at length about surrounding oneself with success. I feel today’s post is very personal for many of the same reasons as to why I woke up early, and I would also like to share my opinion on this quote.


For years I have worked diligently toward a successful career as a sales person, manager, business executive, entrepreneur; and on the personal side a good husband, father, son and friend. I have abandoned old “so called” friends in favor of new friends. I have distanced myself from family members who are more about exploiting others to get ahead in life. And, I have exhausted myself more times than I can count in an attempt to rid my organization of bad clients while replacing those bad with good. All through this journey I have enjoyed myself more than I have had regrets.


Around May of last year I experienced an unexpected change of plans in my business when a longtime management team member left the organization rather unexpectedly and with little notice. I was also starting to feel more like a sixty-five year old instead of a forty-five year old. I was enjoying IPA’s matched with a juicy burger too many times per month and not enough fresh fruit and salads. And, I was doing a great job of convincing myself that I was getting a good amount of exercise in.


Then, for some reason I’ve yet to put an exact finger on, I stopped the nonsense, took my own advice, and heeded the words Mr. Buffett states in the quote above. I looked around at the people I was associating with, personally and professionally, and realized I was very much their equal (at least in many ways), but I was not feeling it. It dawned on me that I needed to be a healthier person. I needed to get back to basics in terms of sales. I needed to read for enjoyment again. I needed to be more active with my family. I realized I could be a better person and I needed to start working on it immediately.


I asked myself, “who do you hang with?” The answer was not bad, not in the least, but it shed light on where I wanted to go as a person both personally and professionally. Here’s a glimpse: I would come home in the evening from work, shoot some hoops with the kids, and have a few beers in the driveway with my neighbors. My neighbors, my beer buds, are good people. We don’t have too much in common in professional terms though. One change I made was to stop drinking the beer. That led to less nights with the neighbors but more time with my kids shooting hoops. And, while shooting more hoops I realized I should be exercising more, so I joined a CrossFit gym. Fast forward and I am spending more time (hanging with) other business professionals who are into health, wellness and exercise, CrossFit or other forms.


Don’t get me wrong, I have not abandoned my good friends or my beer buddies, rather I have made choices over the past several months more so about the amount of time I’m spending with people, while trying to expand my network of those whom I deem to be positive influences on my life and career choices. Take for example the fact that I do work as a freelance consultant in the area of sales, sales management and sales performance. There are those I work with who look to me as a positive influence and I am flattered. In return I look to surround myself (hang with) those that can give me good advice, help me explore new opportunities to advance my organization, and who do so “leading by example”. I look for those whose actions speak louder than their words.


I know that I’ve taken on this challenge at other times throughout my life, in high school, college and in my career, where I’ve needed to push ahead by putting some people behind me. I feel I am in a very good place today, and I believe I am hanging with those that I not only admire, but those that want to hang with me for equal reasons.

Commit to being the "Best Version Of You" - January 6, 2018

I’ve became a fan of author Matthew Kelly after reading The Dream Manager. Since then I’ve read several other books and found that his style, tone and messages really speak to me. One such message that resonates throughout many of his writings is “becoming the best version of yourself”. He doesn’t just preach this message to the reader, he explains why it is important, and how each and every person can make this message their own as they work toward becoming the best version of themselves.


Mr. Kelly is a devout Catholic and many of his works are derived from his faith. They tend to be written with a Catholic tone, so to speak, and are based in having faith or a belief system. But, regardless of whether you do or do not believe in religion, the ideology of becoming the best version of yourself works, especially if you are a career-focused sales person. I imagine most ‘A’ level sales people can relate, but for those that are unfamiliar with this concept, here are my thoughts.


Striving to be the best version of yourself will not, and quite frankly, should not come easy. If it were easy, we’d all be the best sales people in our industries making millions of dollars per year, all while being able to look ourselves in the mirror stating, “yep I’m the best version of me”. Sounds kind of hokey, huh? It is not realistic. Sure, there are a few pompous individuals out there who act this way, and we can all spot them a mile away, but for most, we all want to do better in sales. In fact, I suspect sales is an extension of who we are, and so we all want to do better in life, to be a better person.


This, loosely, is the concept of being the “best version of you”. It is the idea that your life and your career are building blocks, and these building blocks will help you grow, so long as you have a solid foundation and remain focused on your growth. Several years ago, when I got into reading Mr. Kelly’s books, I committed to becoming the best version of myself. One day it dawned on me that I was a business owner, sales person and consultant; I was a husband and a father of three; I was a volunteer and a board member for several organizations; but, was I the person everyone not just wanted in those roles but needed me to be in those roles.


As I took time to self-evaluate where I was in my life, I realized I could do more by being more. I realized that I needed to be much more careful in making commitments to others so I didn’t come out half-assing something. I needed to be a better husband and father by being present in both body and mind at my family’s activities, including being a sounding board for my wife at the end of a long day. I also realized that my own faith and health need not be taken for granted. In other words, I identified ways in which I felt I could become a stronger person for myself, thus becoming a stronger person for everyone else.


Being the best version of you does not require a long, drawn out playbook. It requires dedication. Simply put, you must dedicate yourself to being aware of who you are and who you want to be. This is an everyday dedication. One year ago I thought I was fairly healthy, could run a few miles without much effort, but in fact was about as average as average could get. I had put on a few pounds and shed a few pounds. I would fast from beer drinking and then join in neighborhood fun pairing heavy beers with food we were having during a cookout. I would attempt to workout in my basement and then oversleep. It was a long time coming, but I finally woke up and thought I was definitely not in very good shape, and in fact, was not working toward the best version of me.


Not being one to dip my toe in the water, rather jumping right in the deep end most of the time, I decided to join a CrossFit gym. I began by going three to four days per week for the first two months as I learned the ropes (no pun intended for you CrossFitters out there). Then I made the commitment: if I am going to continue to work toward becoming the best version of me, I need to take my health even more seriously, and push aside distractions and dedicate myself to a new routine. I now workout five to six times per week. I need it. I feel terrible when I don’t work out. But, when I do, I feel great. And, because I’m feeling stronger, healthier, and much more confident in my own appearance, I feel as though I’m becoming a better version of myself (not the best yet).


Building upon this approach to CrossFit, I have also re-committed myself to my sales education. I’ve been at this game for a long time, and I do know a lot, but as technology and innovation speed lightyears forward, I need to continue to educate myself on the current trends in my industry, how to pitch business in the 2018 climate, and how to use my existing skills to drive sales forward with a new (millennial) type of clientele. In doing so, in my desire to learn more, I am working toward being the best version of me. This will make me a more successful sales person which will ultimately benefit my family and my organization.


I encourage you to take a step back at the end of each day and evaluate your accomplishments for that day. Were you at your best, for you, your family and your organization? Could you have done things differently, better? Are there areas in your life that you feel could be improved, strengthened, altered, or enhanced? Do you feel you need to attend church more regularly, get back into the gym, drop a few pounds, coach your kid’s softball team, etc.?


If you want to be a better version of you, take the first step and make the commitment, and then dedicate yourself to making one small change / improvement each day toward your goal.

Goodbye 2017 - December 30, 2017

As we get older and we put more mileage on our own engines, we can all look back and say some years were better than others. I, for one, am neither happy nor sad to see 2017 come to an end, but I am prepared to say goodbye to it and hello 2018.


2017 on a personal level was a pleasant year. My children are growing, maturing, and accomplishing so much in their young lives that, well, I cannot begin to sing their praises. I feel truly blessed that my family was and is healthy. The year was without any personal tragedy or loss. In many ways I’d sum it up as a pretty average, maybe above average, year.


On the business front 2017 was not terrible either, yet it was not the year I had planned. I did experience loss in the form of a few long-time clients. I lost a few good team members too, especially one who moved overseas. Adjustments were made on the fly, ones that proved to be the right call at the time, but it was stressful nonetheless. I am generally pleased with 2017, but again I can’t help but wonder what could have been if the changes did not happen.


I am looking forward to 2018. I hope for better times ahead both personally and professionally. I hope my son learns to drive carefully, obtains his driver’s license, and is blessed with no driving incidents in his young driving career. I’m hoping my daughters remain steadfast and focused on their academics and extracurriculars. I hope my wife and I continue to be healthy as we focus on the parenting of teenagers.


And, as I ponder what is to be as a professional sales person in 2018, I hope for success. I hope for continued success as my business grows, my employees grow, and my clients grow. I hope we continue to find ways to provide return on investment for our clientele as the industry speeds forward unlike anything before. The key to all of my personal and professional wants is hope. I do believe in my and my teams skills. We have what it takes to have a great year and it is through my hope that I envision the year ending successfully. I too hope you have a great 2018. Thank you for reading SaturdayMorningSales and Happy New Year.

Did You Waste Time This Year? - December 23, 2017

I’m sure you’ve heard people say, “what a waste of time” something was, such as a concert, a presentation, a sporting event, or a meeting. It happens. We don’t have a crystal ball so we cannot predict the future. When I ask the question “did you waste time this year”, I am not referring to these minor happenings that are practically inevitable, my question is much deeper. As 2017 draws to a close, looking at bigger picture happenings in your sales career throughout the past 11 ½ months, did you waste time by not being present in the moment? Did you waste time by ignoring market conditions? Did you waste time by not reaching out to your customers more often? Did you miss opportunities to advance your sales because you were off wasting time when you should have been working?


I am not suggesting that you skip a vacation or come into the office when feeling sick. All too often, especially with ‘B’ and ‘C’ level sales people, they lie to themselves. There is a feeling they are busy, the workload is pushing manageable, and sales are okay, when in fact they are having their doors blown off by the ‘A’ level sales person. This is about time management. It’s about prioritizing your life, making time for your spouse, your kids, your hobbies, and still kicking ass in sales. It is about always living in the moment and being aware of the world around you. It is about NOT wasting time.


I developed my own time management exercise years ago, blending different approaches and professional sales trainer ideas, and I call it the quadrant. Weekends are mine. I have a wife and three children. I have responsibilities to them, other family, my friends and my faith. But, Monday through Friday is about my career choice as a sales person. My quadrant begins at 5:00 AM on Monday morning and ends at 5:00 PM on Friday evening. In each of the four categories – sales / management / professional development / personal – I list my weekly activities and responsibilities. Each and every week I evaluate my calendar, my hourly, daily and weekly schedule, and I look for ways to engage and not waste an ounce of energy or time.


During the holidays, this time of year, many sales people are feeling stressed and anxious because of their performance, or lack of performance, from the previous 11 ½ months. Many wait until now to self-evaluate, ponder their performance, and plan for the new year. However, this should be a regular (at least weekly) occurrence.


My challenge to my own team and to you is this: have you wasted time this year? No, you cannot get it back, but you can learn from this exercise. Identify those times where you feel you wasted time, missed an opportunity, or did not work to your potential. Explore ways you can avoid this happening again. Commit to better time management skills. Exercise the quadrant to your advantage. Have a great holiday season and a better 2018.

Lead By Example: Show Success-Do Not Show Off - December 16, 2017

Pompous. Arrogant. Egotistical. These descriptive words are my enemy. I’ve had these words used against me in my career and they’ve really hurt me. Naturally, I want to be liked, and I want my employees and peers to view me in good light. I would much prefer to be known as humble, sincere, or leader. It has been a number of years since I was referred to in the negative, as far as I know (lol), so how did I overcome such poor views.


There was a time, much earlier in my career, when I thought materialism was a sign of success. It may have been my choice of watering hole, vacation spot, the car I drove, or simply the logo on my shirt. More so, it was my attitude added to these things, that portrayed me in not so pleasant ways. Thankfully, this was a very short stint in my overall career.


I guess one could say that I was wise enough to see my poor behavior and make the necessary changes in my habits. I’d say I was lucky. I was mentoring a young man in his early sales career and I wasn’t much older myself. We were driving back to the office after a sales meeting when he said he was impressed by me as a sales person. Well, thank you. Except what should have been a compliment resonated with me in the fact that I was not really the person he was describing. James was full of compliments: nice car; that new suit looks great on you; I wish I could take my girlfriend to dinner at XYZ restaurant, maybe when I’m more successful like you; must feel good to have this, that, and the next thing; I can’t wait until things come easy for me like they do for you.


Things did not come easy for me, not in the least. At that point in my career, only a few years out of college, I was living in Ohio, the fourth state in less than four years. Nothing had come easy. But, it was my outward attitude that made James believe I was much more successful than I really was, and in fact, this bothered me. This was a turning point in my life and my career. Within a week I began to focus on my attitude, trying to be a better, more humble human being. I dropped the act. I started to show people who I was, who I really was, and became more open about struggles and challenges. Nothing came easy, and if it did, it was likely not a real success story. Ultimately, what it came down to, I stopped showing off, and learned how to show real success.


Twenty years has passed since James helped me more than I helped him. Not a week goes by where I don’t thank him. To this day I pride myself on being a sales and business leader that tries hard to show success based on effort instead of showing off. Sure, I take my family on vacation. I have more than what I’d call the basic essentials in life. But, I try very hard not to flaunt these possessions, as it is my goal to show achievement to my team in the form of new clients, new engagements, and general business success. Showing success has nothing to do with ego, showing off is nothing but ego. Be successful, my friends.

Recovering From A Tough Year - December 9, 2017

There are times throughout the year where I consult (on a freelance basis) to sales organizations on topics of performance, hiring, planning, and other sales related topics. Last week I engaged with an old client whose sales team has had a very tough year. Having had a few of those myself over the course of 24 years in sales, I was able to counsel them from the heart. The key to my message was “nothing lasts forever”.


Sales is a career that has many up’s and down’s. It is certainly not the only career choice with an emotional swing, but one of the few that has an emotional swing that occurs on a near frequent basis. It’s one thing to lose a deal here and there, where the emotional swing is downward, while hitting a few homeruns and the emotional swing goes up. But, what do you do to motivate an entire team with a years-worth of disappointments or losses?


My client gained a few new customers this year, four to be exact, but also lost nine. They started the year with high hopes and great anticipation that the year would be full of wins, adding clients and not losing clients, and expanding market share. However, the loss of a longtime sales rep to illness was unexpected and certainly not planned for. Client losses did not come all at one time, rather spread across the calendar year, but with little-to-no reasoning or explanation as to why the client was leaving. The sales team did not take advantage of opportunities presented to ask why and now it may simply be too late.


On a bright note, the company is stable overall, and has two new consumer facing products being launched mid-next year. Knowing the company has a survival mentality in the C-suite, it was time to put the sales team in their place, in a positive way.


Through my counseling, based on the theme that nothing lasts forever, we explored the reasoning that went into the annual plans that obviously fell short. We outlined plans for 2018 and talked about setting more realistic expectations. We discussed personal goal setting (see last week’s post) in addition to business goal setting. And, we talked about why the company will be successful in spite of the sales team members. Nothing lasts forever – even some jobs.


The sales team members needed to come to terms with the fact that their own motivation dwindled throughout the year. Not one person stepped into a leadership role, rather it appears everyone was too worried about losing another client. Instead of pushing ahead, the sales reps simply wanted to protect their individual territory. They became more reactionary instead of being proactive with ideas for their clients.


At the end of my engagement we seemed to all be on the same page and in tandem with the plans set forth by the C-suite. Somewhat surprisingly, and in a positive way, each sales rep owned their mistakes and missteps. They recognized their shortcomings and outlined business and personal goals. Each has made a commitment, not just to themselves, but to each other to support the goals of the entire organization with an eye on their own individual goals. And, management has agree to hold the team more accountable, by being more proactively involved in day-to-day and week-to-week management of the sales process.


Nothing lasts forever. Start the year with a fresh perspective, keep your eyes on the prize each and every day, and 2018 will put 2017 in the dust.