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Strategic Discipline Blog

A Winning Sales Sourcing Strategy

Posted by Douglas A Wick on Fri, Jun 21, 2013

Imagine if 96% of the people you hire one year later would not only be working for you but performing at a higher level than the candidates you’d hired previously for this position. 

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Topics: People Decisions, Objective Management Group, Topgrading, Sales Evaluation, Sales Candidate Assessment

Sourcing Talent - Best Methods for Finding Talent for Your Business

Posted by Douglas A Wick on Thu, Jun 13, 2013

Attempting to find someone to fill a key position at your company after they’ve left is the worst time to do so.

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Topics: Objective Management Group, Topgrading, hiring decisions, The Right People

What Sales Winners Do Differently: Collaborate.

Posted by Douglas A Wick on Mon, Jun 10, 2013

Perhaps the most surprising results from the’s What Sales Winners Do Differently research were the top two things that winners do more often than second place finishers:

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Topics: Sales Process, Objective Management Group, Sales Training, Sales Evaluation, What Sales Winners Do Differently,, Sales Candidate Assessment

What Sales Winners Do Differently: Convince.

Posted by Douglas A Wick on Thu, Jun 6, 2013

Winners are more than twice as likely to create the perception that the overall value they offer is superior.  When a second-place finisher doesn’t create this perception, it turns out it is the number one most important factor they needed to do differently in order to influence buyers to select them.

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Topics: Sales Process, Objective Management Group, Sales Training, What Sales Winners Do Differently,, Sales Discipline

Will Business Coaching Work for you?

Posted by Douglas A Wick on Wed, Feb 20, 2013

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Topics: Objective Management Group, A Players, Strength Based Leadership, business coaching

The Strategic Discipline of Sales Compensation

Posted by David Gallant on Sat, Jul 17, 2010

Determining how to compensate your sales team or person is often one of the biggest challenges a business can face.  Finding capable sales people is a challenge onto itself and then determining who the keepers are makes this muddier.  If you want to keep the performers, you have to come up with a formula that pays them for performance and yet doesn’t hook the company too long compensating them just for potential.  One of our strategic partners, Dave Kurlan of Objective Management Group wrote a blog Sales Force Compensation - X Marks the Spot that offers great insights in the process of rewarding your sales staff.

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Topics: Objective Management Group, Sales Training, Sales Evaluation

Sales Discipline – Missing a Structured Process?

Posted by Douglas A Wick on Mon, Jul 5, 2010

Last blog we discussed the Fourth Discipline, developing work process flow charts.  Would it surprise you to discover that 91% of small to midsized business don’t have a formal structured sales process?  One of our strategic partners is Objective Management Group.  OMG is the originator of sales force evaluations and have evaluated over 8500 different sales forces, and 450,000 sales people.  Most of the businesses they evaluate are larger companies since in order to evaluate sales teams; you need four or more sales people and managers.  The 91% number comes for their evaluations of these 8500 companies.  You can imagine what that number might be for sales teams smaller than 4 people.

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Topics: Work Process Flow Charts, Objective Management Group, priorities, Sales Evaluation, Sales Discipline

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1. Priorities: Determine your #1 Priority. Achieve measurable progress in 90 days.

2. Metrics: Develop measurable Key Performance Indicators. 

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Doug Wick, President

Positioning Systems


The Strategic Discipline Blog focuses on midsize business owners with a ravenous appetite to improve his or her leadership skills and business results.

Our 3 disciplines include:

- Priorities
- Metrics
- Meeting Rhythms

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