"Research shows that most teams are wasting time, energy and political collateral on non-vital activities,” Mack said. “The top companies focus on not just time but energy management. They understand there is an unbalanced reward between efforts and rewards. The winners are extremely disciplined and focus only on the most vital activities creating competitive advantage. The most successful teams are led by very thoughtful, energy managers.”
The afternoon discussion challenged the group with the question: “What’s on the fringe of your business that you should be discussing with your customers?” The most valued sales organizations make the customer aware of hidden competitive risks, and emerging trends that are not visible to them, the panel. They are skilled at setting the ground rules and the expectations of the industry. They are architects of the future, the panel said.
The forum community discussed how thought leaders elevate category conversations by sharing emerging trends and insights bubbling up on the edge of the industry. They concentrate on “what’s next.”