Pedal faster….


The weather was nice for a change and I found myself with an hour or so to spare, so I jumped on my bike and went for a ride. I took my best bike, titanium, and rode a trail that I have ridden many times before. On the last leg of my ride, I saw … Continued

A group of individual contributors or a team?

sales performance

This past March, I was on the edge of my seat watching the NCAA (college) wrestling championships. It came down to Penn State battling Ohio State for the team title.  As the final round finished, Penn State won its seventh title in eight years.   Some may view wrestling as one of the ultimate individual sports – … Continued

The Layman’s guide to being mediocre

I recently had the opportunity to speak with a young man who was struggling to progress his career.  He wasn’t a star but did what was necessary to get by.  He certainly could articulate what he wanted and what he was going to do to get it.  However, his history was fraught with being an … Continued

Tick-tock, tick-tock, tick-tock…

increase productivity

I was speaking with a young salesperson recently.  She was telling me that she just doesn’t have the time to get her work done.  I probed a bit around her work habits.  She said that she generally works an 8-hour day — gets in at 8:30, leaves the office by 5:00.  I asked about doing … Continued

Have some class…

lasting impressions

As we move on our careers, we may leave our employer or move within Firms for various reasons – for greater opportunity, more money or perhaps to follow a lifelong dream. Sometimes, we just have had enough, but remember, it is usually better to run to something than from it. How you deal with these … Continued

Nobody gives a $%#& until the numbers slip…


I recently had a conversation with a small business owner whom I have known for a while. He owned a local business to follow his passion and hoped to work for himself into his retirement years.  But now, he was on the verge of having to sell that dream business because of some poor decisions … Continued

“More of the same?” asked the trout…

Fly Fishing

Recently, my daughter and I took a weekend trip to the Catskill region of upstate New York.  We went fly fishing on the Delaware River. One evening, we stopped by the river that runs in front of the Catskill Fly Fishing Museum. There was a lone fisherman wading in the river casting to a large … Continued

Power through the routine…

routine planning

Careful planning means attention to details and anticipating outcomes I recently vacationed in North Carolina’s beautiful Outer Banks.  It was my third time to Hatteras, a small village on the south end of the island.  The local economy largely depends on tourists who hire fishing boats, eat in restaurants and rent houses and hotel rooms. … Continued

What a difference a year can make…


Four steps to change your sales outcome I recently attended my daughter’s first lacrosse tournament — after only playing for 2 months. It was evident that there were some girls who were clearly playing on a different / higher level. I was very proud of her — she did very well considering her lack of … Continued

It’s not always about the money

sales process

Last week I began my search for a new tractor to help with the endless maintenance around my house.  I knew that I wanted something bigger than I have, and wanted to stay with the same brand.  I’ve owned 3 over the years of this brand and they’ve always been great.   I had made my … Continued