Back in my home country of Jamaica, at certain times of the year the caterpillars would go through the evolution process where they would conceal themselves in cocoons to be transformed into beautiful butterflies. During the final stage of this process, they would break the tip of the cocoon and squeeze themselves through a tiny h*** and fly away. One year my friends and I found some of some dead on the ground because they were not able to pull themselves out of their shells. So, in our…

I have a saying that goes something like this, ‘What you cannot define you cannot measure; what you cannot measure you cannot reproduce; what you cannot reproduce, you cannot control or manage.’ I came up with this quote while designing the K-Method Systems & Processes to explain why most salespeople and the businesses that they work for are continually at odds when it comes to expectations and the results being produced. What I have come to realize as the ‘norm’ for most people is that…