I lead a Sales Operations team, and one of our objectives for this year is to establish a "sales reporting governance structure": to ensure that the right reports/tools get developed, with the right specifications, at the right time; and, perhaps most importantly, with the buy-in by the right people. Essentially this governance structure looks at controlling the reporting... Continue Reading →
Falling to the level of our training
I first saw the following wonderful quote in a book by Joshua Medcalf (called Hustle), attributed to an anonymous Navy SEAL: Under pressure, you don't rise to the occasion, you sink to the level of your training. What a beautiful principle to live your life by. (I was particularly inspired because I have been doing quite a... Continue Reading →