Sales Bit: Building a Long-Term Strategy

Sustainable growth requires more than short-term wins. It demands intentional habits, strong partnerships, and a commitment to serving people well over time. In this Sales Bit, Denny reflects on customers, teams, vendors, problem-solving, and the long-term strategies that help businesses endure and grow.

From Denny Vander Molen, President of Vermeer MidSouth and Founder and CEO of Jackson Endeavors:

Our company is blessed with team members doing good work every day. But as we strive for the next level, we must sharpen our focus.

"Discernment is not knowing the difference between right and wrong; it is knowing the difference between right and almost right." — Charles Spurgeon

How many times have we gotten close, only to come up short on time, space, price, or a relationship? "Almost right" is the gap where excellence is lost.

The Evolution of our Metrics

Our journey toward discernment has been a steady climb. Years ago, we measured the basics: top-line revenue and bottom-line profit. After the recession fifteen years ago, we grew more precise, measuring the ratio of payroll and administrative expenses to sales profits.

By 2020, we assembled our Balanced Scorecard. This visual reflects our culture and our investment across four critical quadrants: Financial Metrics, The Customer Experience, Workforce Development, and Continuous Improvement. The Balanced Scorecard is a visual fixture at each of our locations. We also track sixteen (16) specific KPIs every month. These metrics don't just tell us where we have been; they reveal our trajectory.

Understanding our True North is imperative to servant leadership and customer engagement. This week marks the halfway point for our second quarter. Let’s not let time be that "gap" that holds us back. Striving for excellence is where we must land. The status quo may get us "close" for a season, but it cannot be our hope or our goal.

Closing the Gap

When we leave a gap in our process, we leave the door open for customers to go elsewhere, cracks to go unnoticed, and profit to be left on the table. Most importantly, it holds each of us back from where we desire to be.

What will it be for us this week? What will it be for you? What critical adjustment can you make today to turn "almost right" into "excellence"?

"I am your servant; give me discernment, that I may understand your statutes." — Psalm 119:125

Understanding our past, evaluating our strengths and weaknesses, and responding proactively will propel our future success. We know how we got here. Are you ready for the future?

Have a great sales week!