The global pandemic has highlighted the need for sales teams to focus appropriate amounts of selling time, effort, and energy on client retention. The oft-cited cost of obtaining a brand new client, far greater than the cost of retaining a comparable client, has emerged as a painful fact of life for many organizations in 2020. […] Read More ...

Are salespeople even needed right now during pandemic? There are lots of businesses out there with a lot of salespeople saying that they’re not needed. Many companies are saying they are just going to take whatever business rolls into them, because right now during a pandemic, they can’t afford salespeople. Let me tell you something: you […] Read More ...

This summer, I chose to do something different and push my self out of my typical comfort zone of half-marathon running. With great summer weather and warm lake temperatures – I was challenged to test my abilities to conquer a triathlon to work through the mental challenges of COVID.  At first, I didn’t even know … Read More ...

Being flexible in the future won’t just be about pushing back a meeting by 15 minutes. The “new” flexibility will long exist into the future as a result of COVID-19. It’s safe to say that the pandemic has shaped the world we’re now living in, especially for business. While I do anticipate things returning to […] Read More ...

Earlier this week I wrote this article about correlation versus causation.  I compared analyzing restaurant dining and positive Covid-19 tests, and assessment findings and results.  This article will depart from correlation and causation but we’ll still use the Pandemic as a metaphor for certain sales assessment experiences. Read More ...