Articles

Leadership Training/Mentoring Corner - May Situation

THE LEADERSHIP TRAINING/MENTORING CORNER

In the August 2025 Newsletter, we started a series called “The Leadership/Mentoring Corner” in which we posed a thought-provoking situation for you to think about and put yourself into, asking yourself, “What are your next steps?” 

MAY LEADERSHIP SITUATION

William started a commercial equipment sales and maintenance business some 30 years ago, and recently, William’s son, Adam, joined the business as an Executive Vice-President and heir apparent to succeed his father. Adam graduated from a prestigious institution of higher learning with a degree in Government Studies. Adam’s ultimate goal in life is to run for public office and let the business run itself, only attending management meetings as needed and collecting a check each month as a management fee. Christopher is the Company’s CFO and has been with the business for 25 years.

After the first year Adam was with the business, he began to sell commercial business products at a huge discount to businesses that Adam thinks would be able to support his political career in the very near future. Christopher discovers the discounts Adam has given customers and confronts Adam. Adam gets defensive and tells Christopher that these situations will pay off in big dividends once he gets elected and his political career takes off. Adam tells Christopher not to discuss this situation with anyone and not to bring it up ever again, or he could be fired.

When the business’s annual financial statements are completed, William notices the big dip in annual revenues and the huge increase in cost of goods sold margin, and a break-even bottom line. William confronts Christopher, who responds that business isn’t what it used to be, and customers don’t want to pay higher prices; they may be buying cheaper products from foreign suppliers.

Christopher shares all this information with his spouse, who tells Christopher that he needs to tell William what is really going on or leave the business and find another job.

What should Christopher’s next steps be?

Please provide us with a brief write-up of what Christopher’s next steps are. Send your write-up to Lynn Rosado at [email protected]

In our June 2026 Newsletter, a team of Silver Fox Advisors will provide responses to what they would have recommended to Steve that he should do based on the situation detailed above.

If you need assistance in becoming a better leader, I recommend you start by contacting the Silver Fox Advisors. Silver Fox Advisors are former or present business owners themselves, and they have leadership experience in running a business, and in some cases several businesses, and have dealt with unforeseen and unplanned situations throughout their careers. We encourage you to visit our website at www.silverfox.org to select a Silver Fox Advisor and also to learn more about the Silver Fox Advisors, as well as our great programs and community outreach endeavors.      

Stop Grinding, Start Winning: Is Your Sales Hustle Just Noise?

Stop Grinding, Start Winning: Is Your Sales Hustle Just Noise?

Mark Miller
A Silver Fox Advisor

The numbers are in, and they’re a wake-up call for anyone in the sales game. If you feel like you’re running in place, you aren’t alone—but you might be focusing on the wrong metrics.

The Reality Check:

• 67% of losses come down to a simple lack of “fit.”
• 43% of salespeople are missing their quotas.
• 66% of a rep’s time is burnt on activities that don’t actually produce revenue.

We know that persistence is the key to getting through the door—after all, 80% of prospects require five follow-ups, yet 44% of reps give up after just one. But there’s a catch: Persistence without value is just noise.

Noise vs. Influence
Think about your own inbox. Do you respond to the person who pings you "just checking in" for the tenth time? Or do you lean in when someone shares a fresh insight, asks a killer question, or offers a solution to a problem you actually have?

The Value-First Formula:
To move from a "pest" to a "partner," you have to flip the script:

1.     Listen More: Prospects should be talking 60% of the time.

2.     Lead with Insight: Before you ask for their time, give them a resource or a new perspective.

3.     Ditch the Generic Follow-up: Replace "Are you interested?" with "What’s stopping you from hitting your next goal?"

The Bottom Line
Stop grinding harder and start playing smarter. When you deliver real value during every touchpoint, you stop chasing opportunities—they start chasing you.

Ready to stop doing what you’ve always done and finally see different results?

 Reach out to a Silver Fox Advisor and start refining your sales strategy. You can use the following contact methods:

• General Inquiries: Call their Houston headquarters at 713-467-5900 or email [email protected].
• Online Contact Form: You can submit a direct question or comment via their Contact Us page.
• Select a Specific Advisor: If you are looking for a mentor with a specific background (such as sales leadership or financial strategy), you can browse their Membership Directory to find individual contact information for each Advisor.