In life, setting goals is often the easy part; it's committing to them that presents a challenge. A "qualifying decision," as I define it, is the act of not just setting a goal, but also committing to do whatever it takes to achieve it. This blog will delve into how this concept has played a pivotal role in my daughter Em's journey in softball, and how its principles can be equally applied to the realm of sales. What Is a Qualifying Decision? A "qualifying decision" is not ju

Imagine you're at the circus, captivated by the grandeur of the big top tent—the elephants, lions, the clowns, oh my!  It's a spectacle of magic, much like a well-functioning sales team. The metaphor here is spot on: the tentpole, the central support of the tent, resembles your star sales representative, or as I fondly call them, the “tentpole rep”. The tentpole rep is more than just a top performer; they are the linchpin holding the team together, allowing everything un