Optimize Everything

In today's business world everyone is looking to optimize everything. Optimizing is the action of making something the best or most effective. We in business strive for it every day with each step, process, and product.

I have been passionate about leadership for many years. A recent LinkedIn connection with MP Solutions Inc., a Sandler Training Center in Independence, Ohio, got me invited into a monthly Leadership Training Class. For those unfamiliar, Sandler Sales Training is a unique continuing sales method created by David Sandler who pioneered an international training model — picture Lt. Columbo, the detective who asked numerous questions to drill down to the truth. Sandler's standards are highly professional and create a way to interact with prospects to uncover their true needs.

I met Rob Vaughan, a former high school Spanish teacher turned sales guru for CLS Facility Services. Rob tells me: "We have a long sales cycle in our business and getting good salespeople in a limited geographical area is very hard today. When we worked through the Covid lockdown, I was the only guy left. As we navigated through and came to the other side, we saw a bounce of about 12%. This was the time I asked the people at MP Solutions Inc. for some insights."

They directed Rob to Ngage Content for their marketing rollout. The result? "Customers find us, and I save a bunch of money by not having three salespeople trying to prospect — all while helping our company's profitability and efficiency."

Business leaders need to consider this type of optimization for their company. Less staff, smarter systems, better results — that is the definition of optimization in action.