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...
Author: Kassy Good
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...
67% of B2B Sales Reps Missing Quota: How York PA Companies Are Solving This Crisis
Scorecard Sales: Making the World a Better Place Through Sales The B2B sales quota crisis has reached unprecedented levels. Recent Salesforce research reveals that 67 percent of sales representatives failed to meet quota by year’s end, representing a dramatic decline from 2012, when roughly half of reps hit their targets. At Scorecard Sales, based in...
86% of Sales Teams Operate Without Documented Processes—The Hidden Cost of Improvised Selling
Scorecard Sales: Making the World a Better Place Through Sales When sales performance declines, executives typically reach for familiar solutions: new compensation plans, additional hiring, upgraded CRM systems, or motivational training programs. Yet research reveals that 86 percent of companies operate without a documented, repeatable sales process—a foundational gap that undermines every other investment an...
The ROI of Sales Coaching: Why Pennsylvania Companies Outperform Competitors Who Skip Individual Development
Pennsylvania business leaders evaluating sales coaching investments face a critical question: does the time and money required for professional coaching generate returns that justify the expense? The answer, supported by extensive research and real-world results, demonstrates that working with a top sales training company delivers among the highest ROI of any business development investment. By...
Sales Coaching Delivers 28% Higher Win Rates While 73% of Managers Spend Less Than 5% of Time Coaching
Pennsylvania’s construction, insurance, and manufacturing sectors face a performance crisis hiding in plain sight: while companies that work with a top sales training company see win rates increase by up to 28 percent, 73 percent of sales managers spend less than 5 percent of their time actually coaching their teams. This massive coaching gap costs...
How Pennsylvania’s Top-Performing Sales Teams Use Coaching to Outpace Competition
Sales teams across Pennsylvania face intensifying competition in construction, insurance, and manufacturing sectors where product differentiation narrows and buyers become increasingly sophisticated. Top-performing organizations separate themselves not through superior products or lower prices, but through systematic sales coaching that elevates individual capabilities beyond what competitors’ teams can match. These high-performing teams treat coaching as strategic...
Moving Water Doesn’t Freeze
I have a beautiful fountain in my rear yard that I look at everyday to remind me of sales performance momentum in fact I am gazing at it right now. It is a simple 3’ basalt stone that water bubbles out from the top and cascades back down only to be recycled into the same constant...