Look Around You - "Who Could - And Should - Be Trained To Develop New Business...?"

By Sid Chadwick, Chadwick Consulting, Inc. – 08/07/2025

Published in American Printer : “Sid's article challenges leaders to rethink priorities and invest in inside sales training where real growth is quietly happening. CEOs are seeing results. Are you looking ahead or stuck in the rearview?”

“You always pass failure on the way to success.”………..….Mickey Rooney

INTRODUCTION: 

Are your organization’s Priorities – in writing, or clear…?  (Clear to whom….?)

Who would answer,  “Develop New Business” – as Priority Number – 1……?

Most Sales Reps increasingly tell us….”Getting an appointment –  is nearly impossible…..!”

However…. many Inside Sales Reps – at successful organizations – Report-In at the end of the Day…..What progress, what New Business – was developed that day….!

As an Industry Virus…..too many key participants - are Planning – by… “Looking Through Rear-View Mirrors….” (e.g., The Federal Reserve, Business Development Directors, Bankers, Government Planners, etc.) – but NOT your small business owner, or ambitious Industry Leader.

I continue to scratch my head at the lack of:

1.     Publicly Written Goals…!

2.     …that are Posted, and updated re. Progress – often…!

SUMMARY: 

The lack of relentless pursuit of New Business, and Performance Improvement – is a Leadership Issue.

Only a few smart, “Looking Ahead at What We Will Need – That We Don’t Now Have” organizations – are signing-up for “Inside Sales Rep/CSR Education & Training Classes” – but the number is growing….!

Interestingly, as we’ve increased the size of the next Class, over half the Students for the August 13th 13-Week Class – are coming from CEO’s who had Students – in our previous Class…..that finished at the end of June…..!

“Diplomats are useful only in fair weather….As soon as it rains, they drown in every drop.”…………………..……Charles de Gaulle