I encourage clients to track activity metrics for sales managers to ensure they spend enough time coaching sales rep interactions with customers

You must “prune the rosebush” to remove the products, services, activities, and people that aren’t “core” to your long-term success.

A common challenge faced by clients as their company scales is the role transition from “managing a team” to becoming a “manager of managers”.

Most clients use Net Promoter Score (NPS) to track customer loyalty. I recommend they add the Customer Effort Score (CES) to get a true picture of customer satisfaction.

I encourage my clients to apply the “18 Month Rule” when they are looking to hire a senior manager for one of their business functions.

4Q Conversations are the 4 pieces of information you need to gather from each customer conversation to inform your company strategy.