Strategy

The expansion of digital, home delivery, and curb side pickup seriously threatens the price position of most retailers. This puts new pressures on those committed to serving their customers.  A period of disruptive change leads to significant opportunities for those with courage and the desire for personal growth... My friend reminded me that big change is an opportunity to take ground back from competitors and declare what you stand for with customers and peers.  It’s not the time for fear and to run from the moment.  Be courageous, don’t flinch, and run to the opportunity.  

I view the film Glengarry Glen Ross as a cautionary tale about fear, intimidation, and demotivation from a tyrannical business leader. Creating an atmosphere of Darwinian competition, especially within your own team, is a relic of the past. Unhealthy competition creates poor service providers, and pushy sales teams create unfit, untrustworthy partnerships.  The very best sales leaders know that real relationships are not transactional, they are human, experiential, and vulnerable.