Why we have had little organic growth?

· DATA

o Little is available

o No information on profitability

o Available data is debatable, conflicting, originated by multiple sources

· LACK OF ACCOUNTABILITY

· ABSENCE OF DISC9IPLINED SALES PROCESS

o No attention to leading indicators and key behaviors

o No structured sales process

o Perception of past success – sales process is unnecessary

· NO CONSEQUENCES

o Positive or negative

o Typically no expectations are set; when they are, they’re low

o Minimal recognition and celebration

o Where rewards exist they often conflict with desired results (BB) or reward activities, not results (CB)

· POLITICS

o Perception of “sacred cows”

o Perception reinforced by moving non-performers around vs. letting them go