The Success Cadence

The Success Cadence, Unleash Your Organization's Rapid Growth Culture, by David Mattson, Tom Schodorf and Bart Fanelli, Sandler Training 2019

Rapid growth operations are not just about new product development.  Authors Mattson, Schodorf and Fanelli speak to the new, energized marketing and sales people needed to make the other side of growth work.  Two of their most useful aids in this innovation book are:

1.  A new approach to screening and hiring the right people who are willing and able to succeed.  In fact, they recommend a simple two-by-two matrix to classify new candidates, with the goal being to hire only candidates who fit in the upper right quadrant, willing and able. 

2.  Insight into the most common pain points that can inhibit a high growth sales culture. 

Manufacturing leaders will want to pay particular attention to "Chapter 28, The 15 Pain Points of a Slow-Growth Culture, " uncomfortably familiar reading for manufacturing organizations that are stuck.  Some of these pain points will be familiar to insiders, and some will come as a shock, one of those hidden ugly surprises only uncovered as leaders dig deeper:

Pain Point 1:  Entitlement Mindset - "I deserve special treatment, better pay, more perks, more attention..."

Pain Point 3:  Too Many Silos, "If my team shines, then the company shines as well."

Pain Point 6:  Ineffective Hiring and Recruiting

Pain Point 11:  Faulty Analytics/Lack of Data Discipline

Pain Point 14:  Not Measuring the Right Business Outcomes

Pain Point 15:  Lack of Training/Misaligned Training Initiatives

For each of these pain points, the authors offer examples drawn from conventional wisdom contrasted with reality, followed by recommendations for fixes.

Patricia E. Moody

FORTUNE magazine  "Pioneering Woman in Mfg" 

IndustryWeek IdeaXchange Xpert

A Mill Girl at Blue Heron Journal, on-line resource for business thought-leaders and decision-makers, pemoody@aol.com, patriciaemoody@gmail.com, tricia@patriciaemoody.com,