Slow decision no decision

The Best, Less than Perfect Solution

I see people get “stuck” quite often.  Many times it is because they lack the confidence and conviction to make the best decision possible.  Instead, they focus on the “perfect” one.  I am not sure a “perfect” decision actually exists.  I do believe we miss opportunities to make sound, less than perfect decisions, which cost […]

Content Consortiums

How to make local TV great again for clients and consumers; Part II—The Content Consortium

In my previous post, I talked about how local TV (broadcast and cable) needs to explore ways to work together.  They could provide an enhanced, expanded local media footprint for local advertisers and client partners.  It’s been/being done on a national level through integrated stacking.  It is also the best way to combat outside, national, […]

Characteristics of a High Performing Sales Organization

It’s up to us as leaders to build a culture of expectation.  This culture should be well understood by our sales force and repeatable over time.  Over the years I’ve tracked, monitored, coached and taught leaders about maximizing performance.  One thing stands out in leadership team strategy; there are no highly successful “accidental” sellers. Leadership […]

Performance Management is Not the Same as Process Management

Many leaders struggle with performance management versus process management.  The two are very connected but also very different.  You have to get the process right to better focus your time, energy and efforts on what really matters – performance. Performance Management Versus Process Management Gather your leaders and make a detailed list of the daily activities […]