Most sales organizations manage sales projections and plans in terms of new business and existing business. It’s a great year when the recurring numbers are a high percentage of your plan. But, those existing accounts all go through a point of renewal and often an RFP process. That process introduces some risk into your most […]
The Catch-22 of RFPs – Do you have a blind spot in contract renewals? Read More »
In my last year of college the most common thing I heard from my peers when they would describe their career plans to either a parent or a professor was something like, “Yeah, I’m going to do this for a year or two and then [go to grad school, get a better job, be promoted,
Stop. Drop. Next Payroll Read More »
We all know the story of Goldilocks and the Three Bears (bears live on mountains…the climbing metaphor totally still works…shut up!). Goldilocks never preferred things too hot or too cold, or too hard or too soft; she always wanted something in the middle. Which is an endearing segway into where I left off last post about my survey
Too Hot or Too Cold…Never Just Right! Read More »
If a group of coworkers in June were each asked to pack a supply bag for a perilous journey, the veteran employee would most likely pack all the essential tools. He/she will have measured food and water rations, compacted their load to be at a known, reasonable weight, and present their packs to the CEO