Tag: Accountability
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Why “Holding People Accountable” Doesn’t Work—And What Actually Does
I grew up with a father who turned every post-game car ride into a coaching session. These trips were—hmmm, how can I say this with sensitivity?— not highly anticipated father and son moments. In high school, I played football, basketball, and baseball all four years. That meant lots of games… and a whole lot of…
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How a Simple Probability Method Can Turn Sales Uncertainty Into Predictable Wins
Three weeks ago on a Friday afternoon, Cheryl Jackson—our own Cheryl at Hartmann & Co., the one who helps sales reps keep their pipelines in order—was on a Zoom call with astruggling sales rep, Tim (not his real name). Two important facts: Twelve minutes into their thirty-minute session, Cheryl finished updating deals from Tim’s current customers. Then she moved to prospects and began her…
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A Critical Insight Before We All Move On From Shedeur Sanders…
Even the most casual of sports fan has likely heard the recent headlines about Shedeur Sanders. For much of the 2024 football season, the Colorado quarterback—son of Deion “Coach Prime” Sanders—was considered a top NFL prospect. As the 2025 NFL Draft approached, rumors circulated that Shedeur might slide out of the top ten picks, but…
The Craft of LBM Sales 