Why we have had little organic growth?· DATA o Little is available o No information on profitability o Available data is debatable, conflicting, originated by multiple sources · LACK OF ACCOUNTABILITY · ABSENCE OF DISC9IPLINED SALES PROCESS o No attention to leading indicators and key behaviors o No structured sales process o Perception of past success – sales process is unnecessary · NO CONSEQUENCES o Positive or negative o Typically no expectations are set; when they are, they’re low o Minimal recognition and celebration o Where rewards exist they often conflict with desired results (BB) or reward activities, not results (CB) · POLITICS o Perception of “sacred cows” o Perception reinforced by moving non-performers around vs. letting them go |