I need to get something off my back—literally and figuratively. I’ve dealt with significant lower back pain for most of my life, and it has reached the point where I’m now exploring serious medical intervention. Along that journey, I’ve learned an important lesson about doctors: you don’t truly know what kind of doctor you have...
Author: Kassy Good
What Leaders Praise Becomes Culture
One of my favorite phrases to share with leaders is, “The mood of the king is the mood of the kingdom.” It’s a simple but powerful way to illustrate just how influential leadership is on a company’s culture—for better or worse. A companion phrase I often use is, “What leaders praise becomes culture.” Most people...
What’s Better, Talent or Consistency?
I’ve worked with and coached hundreds of salespeople over the course of my career, and one truth consistently stands out: true sales rockstars are rare. They exist, and when you have one on your team, it’s a gift. But most sales professionals are solid A or B players—reliable performers who may not dominate the company...
Allow Someone The Opportunity To Sell You Something
One of my favorite first assignments when working with a new client is deceptively simple: allow someone the opportunity to sell you something. On the surface, it sounds easy enough. We encounter salespeople constantly in our daily lives, yet most of us are expertly trained to avoid them. We ignore, deflect, or say “no” before...
Why Pennsylvania Manufacturers Are Losing Millions to Undertrained Sales Teams
Scorecard Sales: Custom Sales Training That Delivers Measurable Results Pennsylvania manufacturing sales training has become one of the most urgent investments industrial organizations across the Commonwealth can make, and most are still getting it wrong. Pennsylvania manufacturers face a compounding crisis that threatens both operational capacity and revenue generation. The state’s industrial heartland, stretching from...
The Hidden Cost of Sales Rep Turnover in Manufacturing: Data Shows Alarming Trends
Scorecard Sales: Custom Sales Training That Delivers Measurable Results The hidden cost of manufacturing sales turnover is one of the most underestimated financial risks facing industrial organizations today. Manufacturing sales organizations face a quiet crisis that rarely appears in quarterly reports but devastates long-term performance. Sales rep turnover in manufacturing has reached levels that threaten...
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 sales crisis of 2026 represents a convergence of pressures that no single strategy can resolve, yet most organizations are still responding with tools designed for a different era. The manufacturing sector enters 2026 facing what industry veterans are calling the most challenging sales environment...
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...