Our Thinking

Your top performers are keeping your small accounts small.

Your best sales people have learned to spot the clients that should be doing business with your company. And when those clients are small, they require time and attention in order to help them grow. The irony is that those same sales people often lack the bandwidth required to grow those small accounts. View post

The Discipline of iHeartMedia

The recent announcements by iHeartMedia and the Katz Media Group have put the radio industry on notice that the programmatic era has officially begun. In this post, we take a look at how iHeartMedia has been preparing for this moment for over a decade. View post

Let's manage our sales people with numbers they can control.

Sales people shouldn't have to guess at what their managers expect from them. Let's eliminate all the vague, subjective ways with which we currently communicate with our sales people and instead engage them in conversations about performance numbers that they can control. View post

The Line

The sidelines on a basketball court are more than just boundaries. Those lines help coaches become better coaches and players become better players. Makes you wonder how Sales Managers' jobs would change if they had similar boundaries separating their job from the job of the seller. View post