The following is an excerpt from my book, The Human Being’s Guide to Business Growth.”

Leadership Sales Metrics

It’s probably a good guess to say that your leadership team does not have sales metrics. And if your leadership team does have sales metrics, there’s a good chance they aren’t hitting them consistently. When I ask leadership teams about metrics more often than not, I hear, “We should do more of that.” Or “I’m really bad at making time for that, but I know I need to do it.”

The reason leadership metrics are important is because of culture. As we said at the start of this chapter about culture, we know our people are going to look for gaps between what we say and what we do. Culture will eat strategy for breakfast. To unleash the hidden power of your people for growth, start with the behaviors at the top.

To do this, we have to set metrics that can be hit and make a difference. Let’s define what leadership metrics look like because they will be different than traditional sales or marketing metrics. If we know that as human beings we’re happiest when we apply our strengths to tasks, that’s where we need to start. Your leadership team needs to know, you need to know, what their perceived character strengths are. Then you need to apply those strengths to business development activities that can be measured. It sounds simple because it is, but it’s not going to happen without effort.

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Sales and Marketing Consultant

Article for Insightful Accountant, February 2019

“We’ve decided to hire another firm.” Are there scarier words in a service-driven business? Especially a CPA firm where clients can take years to decide to hire you in the first place. There are multiple issues that impact client retention, but today I want to focus on one. The transitioning of a client between a senior partner and an associate.

In this article for Insightful Accountant, I discuss three ideas for improving client transitions inside your firm. The ideas are Perspective Check, Empathic not Telepathic, and Becoming the Future. Read about each one here:

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Sales and marketing Newsletter

GREG’S RIGHT FIT NEWSLETTER #160
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Quick notes to help you get more sales and marketing done in less time. . . next week.

In this issue:

– Techniques for FIT
– Being Human
– Random Stuff
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Sales and marketing Newsletter

GREG’S RIGHT FIT NEWSLETTER #159
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Quick notes to help you get more sales and marketing done in less time. . . next week.

In this issue:

– Techniques for FIT
– Being Human
– Random Stuff
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Sales and marketing Newsletter

GREG’S RIGHT FIT NEWSLETTER #158
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Quick notes to help you get more sales and marketing done in less time. . . next week.

In this issue:

– Techniques for FIT
– Being Human
– Random Stuff
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Sales and marketing Newsletter

GREG’S RIGHT FIT NEWSLETTER #157
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Quick notes to help you get more sales and marketing done in less time. . . next week.

In this issue:

– Techniques for FIT
– Being Human
– Random Stuff
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Sales and marketing Newsletter

GREG’S RIGHT FIT NEWSLETTER #156
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Quick notes to help you get more sales and marketing done in less time. . . next week.

In this issue:

– Techniques for FIT
– Being Human
– Random Stuff
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Sales and marketing Newsletter

Lessons Learned From Year 6
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I usually send this note in October, on the rough anniversary of launching Chambers Pivot Industries, LLC, but for 2018 we’ll sneak it in with a day to spare. This is edition 6 (which is something like 72 in Greg-job-years). Each year I note 2 or 3 big lessons from the year, and make a few announcements.

Let’s light this candle.

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Sales and marketing Newsletter

GREG’S RIGHT FIT NEWSLETTER #155
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Quick notes to help you get more sales and marketing done in less time. . . next week.

In this issue:

– Techniques for FIT
– Being Human
– Random Stuff
Read more

Sales and marketing Newsletter

GREG’S RIGHT FIT NEWSLETTER #154
————————————————————
Quick notes to help you get more sales and marketing done in less time. . . next week.

In this issue:

– Techniques for FIT
– Being Human
– Random Stuff
Read more