It was Q1. Growth flat-lined.
My VP of Business Development had nothing but excuses.
So I crashed our weekly sales stand-ups for 5 straight weeks.
First call, I played it cool. "Just observing." After, I casually mentioned three companies I wanted us to land.
Week after week: "No one's answering... market's slow... no urgency on the buy side."
Not ONE mention of those three targets for THREE WEEKS.
Week 4, I finally asked: "What's happening with those three prospects?"
"They aren't answering emails."
"Do you have their phone numbers? Did you call them?"
"Yes, and no we haven't."
My silence spoke volumes. As CEO, you pick your battles carefully when working alongside your managers.
Finally: "I think that might be a good start."
One week later? Signed MSAs and IOs from 2 out of 3.
Had a "nice chat" with my VP after that. Our growth curve finally pointed up.
Just pick up the damn phone.