If I gave you a technical manual filled with everything you need to know about the sport of boxing, how many times would you need to read it before you were comfortable stepping into the ring with a professional boxer? When it comes to learning how to do something effectively, knowledge is not enough.

I once observed a board meeting that went on for four hours without mentioning one pretty important thing: The Customer. What does this mean?  

When you Google, “best sales leadership resources,” you’d expect to find an abundance of options to pick from, right? Sadly, no.

When your car won’t start, you don’t look at the speedometer. You follow the diagnosis it provides: Check the engine. How do you address stuck sales?

When I was 11 years old, I placed third in an international Kyokushin karate tournament. And I cried. People compete for different reasons.

If you get drunk, drive home, and arrive without getting arrested or hurting anyone, was it a good decision? Why manage your team with this mindset?

Good sales reports tell you who’s working, who’s not, and what their results were. Great sales reports go one step further.

What do 15 years of martial arts and sales leadership have in common?

Great coaching dramatically improved my performance.

That’s why I’m paying it forward.