Too Comfortable to Make Needed Changes...?

sarahogburncc
Jul 7
2 min read

By Sid Chadwick, Chadwick Consulting, Inc. – 07/07/2026

We now have 5 owners sending talented employees to successive 15-Week – Inside Sales Academy Classes.

The Track Record thus far is that every Class has Students who become a Top Sales Performer in their company – from an Inside Sales position…!

Class candidates come from a full range: no experience in print (became a top performer quickly); CSRs; and tired Outside Sales Reps.

We’ve learned to ask company presidents to NOT send us marginal performers – for us to be – “their 1^st Voice of Tough Love.”

Marginal Performers quickly learn that they are expected to do the Weekly Homework Assignments – that require between 3 and 5 hours – before the next Class. (Homework Assignments are where they “Do” what was shown, demonstrated and explained – in the previous Class…..a novel concept…!) The Value of each Class’s Recorded Video received – quickly becomes recognized…!

In follow-up week’s Classes, each Student has the opportunity to explain what they experienced and learned in their Homework Assignment.

Sometimes a Marginal Performer attempts to skip a Class. Their immediate Supervisor (often the President) receives a prompt, polite email from me. Subsequently, that Marginal Performer tends to be at all future Classes, with his/her Homework Assignments.

Surprisingly – sometimes a Marginal Performer – “rolls-up their sleeves” – and moves to the head of the Class – both re. Homework Assignments & Class Discussions.

Students who finish the 15-Weeks receive check-up calls from me, and additional, inspiring educational reading materials – from our staff.

We believe we’re turning out a much needed – correct Inside/Outside Sales Rep Academy Product – for our great Industry.

Next 15-Week Inside Sales Academy Class starts up Sept. 9^th, at 2:30 EST.