Goals, Metrics, and Pandemics

There are numbers, and there is reality. We like to think that numbers reflect reality. For example, last month’s orders are what the sales team brought in, and sales are what the company shipped. We know that if we increase orders, sales will eventually go up. We like to set goals based on these numbers. […]

Relationship Selling with Social Distance

The coronavirus pandemic is rapidly changing the way we live our lives. We’ve started washing our hands more, we’ve become more suspicious when we hear a cough, and we’ve adapted to a new social routine. Social distancing dominates that new routine. For businesses, our plans have to change. That’s an understatement. But, attempting to capture […]