Scorecard Sales: Custom Sales Training That Delivers Measurable Results Pennsylvania manufacturers face a compounding crisis that threatens both operational capacity and revenue generation. The state’s industrial heartland, stretching from Pittsburgh’s advanced manufacturing corridor through central Pennsylvania’s precision machining clusters to Philadelphia’s diversified industrial base, confronts workforce shortages unprecedented in modern memory. While production floor challenges...
Author: Kassy Good
The Hidden Cost of Sales Rep Turnover in Manufacturing: Data Shows Alarming Trends
Scorecard Sales: Custom Sales Training That Delivers Measurable Results Manufacturing sales organizations face a quiet crisis that rarely appears in quarterly reports but devastates long-term performance. Sales representative turnover has reached levels that threaten institutional knowledge, customer relationships, and revenue predictability. The numbers tell an alarming story that demands executive attention before the damage becomes...
Manufacturing Sales Teams Face Perfect Storm: Labor Shortages, Tariff Uncertainty, and Buyer Behavior Shifts in 2026
Scorecard Sales: Custom Sales Training That Delivers Measurable Results The manufacturing sector enters 2026 facing what industry veterans are calling the most challenging sales environment in decades. A toxic combination of workforce shortages, trade policy volatility, and fundamentally changed buyer expectations has created conditions where traditional sales approaches no longer work. Companies clinging to outdated...
It’s Time To Talk About AI In Sales
I suppose it was only a matter of time before I had to step onto the bandwagon and address the topic everyone seems compelled to have an opinion about: the future of sales and AI. I’ll be direct—I don’t know exactly where it’s headed, and I’m not nearly as concerned as some think I should...
When Is It Time To Pivot?
What’s the longest you’ve ever stayed committed to the wrong decision? More importantly, how do you know the difference between something that simply needs more time and something that clearly isn’t working? Every year, businesses experiment with new sales strategies, marketing campaigns, customer segments, processes, and technologies. Ask any owner or manager and they’ll quickly...
Goals: Love Em’ or Hate Em’
I remember a particular job interview for a sales position where the sales manager asked about my goals—career goals, life goals, financial goals. I knew exactly what he wanted to hear: income targets, promotions, growth, cars, a house. The standard answers. The internal debate was simple: tell him what he wanted to hear to get...
Stop Making Success Optional
I often struggle to understand why so many people settle into a routine of simply going through the motions. To be clear, I understand how it happens. Stress, setbacks, and prolonged struggle have a way of wearing us down until complacency feels safer than ambition. Life is hard. Work is hard. Selling is hard. Most...
The Grit and The Grind
We sure do love our shortcuts, don’t we? Technology has only amplified that temptation as it evolves faster than most of us can keep up. When salespeople believe they’ve discovered a tool that can magically generate new business without effort, there’s a sense of relief—finally, something that can do the hard part for us. I’ll...
Falling In Love With Your Customers
Customers have a unique way of both creating and solving many of the problems in our businesses. If you’ve ever caught yourself saying, “Customers—can’t live with ’em, can’t live without ’em,” then you know exactly what I mean. Most of us don’t have the luxury of cherry-picking who we work with; we serve the customers...
South-Central Pennsylvania Sales Teams Face Growing Revenue Pressure Across Key Industries
Scorecard Sales: Making the World a Better Place Through Sales The economic engine driving South-Central Pennsylvania depends heavily on industries where sales performance directly determines business survival. Across York, Lancaster, Dauphin, Cumberland, Adams, and Berks counties, construction contractors compete for commercial projects, insurance agencies battle for policy renewals, and manufacturers fight to maintain customer relationships...