TDS Consulting, LLC

Revenue Enablement | Strategy | Productivity | Coaching. Available for long-term, short-term, and project-based engagements. [email protected]

[TDS Consulting, LLC @Consult_TDS]

This eBook is a workbook that includes exercises you can do today, while you follow along.

https://t.co/B5PFBW3lP5

[TDS Consulting, LLC @Consult_TDS]

While traditional leadership qualities like experience and problem-solving are important, what truly sets great leaders apart is their ability to connect with people and inspire their teams.

In this free eBook, you'll discover practical steps to boost your Emotional Intelligence

[TDS Consulting, LLC @Consult_TDS]

Vanity metrics don’t move the needle.

Let us help you:
Audit your revenue tech stack

Identify what to keep, cut, consolidate

Design simple processes teams actually adopt

Create a rollout and training plan

https://t.co/R9lT8NGXwk

[TDS Consulting, LLC @Consult_TDS]

How do you measure what matters?

[Mike @hifimike11]

The best leaders know how to read between the lines.

They treat data as conversation starters, not conversations themselves.

At its best, measurement builds trust.

When used with care, it helps teams understand where they stand, gives leaders visibility into progress, and makes conversations about performance fair and constructive.

Used poorly, they create fear, resentment, and cynicism while turning work into a game of optics.

If you hide behind data or use it as a club to punish teams, then you need to rethink the “great workplace culture” you might claim.

[TDS Consulting, LLC @Consult_TDS]

Performative productivity is just being busy. Learn how to be better and break free of the productivity dilemma https://t.co/rPzXphUsAk

[Mike @hifimike11]

Productivity isn’t just about working harder or “getting more done”

It’s aligned, efficient effort that drives results like innovation, revenue, or project completion.

[TDS Consulting, LLC @Consult_TDS]

If you are always comfortable, you are missing something...

[Mike @hifimike11]

growth lives on the edge of discomfort

https://t.co/3KGCEjJyiW

[Mike @hifimike11]

January 13, 2025 was a hinge-point.

I returned to work after brain tumor surgery.

And I was laid off.

But, over the next 5 months, I took the time to take my notes, experience, and observations of the previous 15 years and put them into a book:

From Busy to Better: Redefining Productivity for the Modern Commercial Team. (https://t.co/Txp6lWEJEa)

And now, I have completed applications for 5 doctoral programs focused on study and research in Organizational Behavior/Leadership.

Excited to see how this plays out, where I get accepted, and what research will occur.

We do not know what the future brings.

But we can choose how to take action on what we are given.

[TDS Consulting, LLC @Consult_TDS]

Too many people think they have to perfect on the first try.

Too many "trainings" simply tell you, then throw you into the fire.

Effective enablement is from actual development.

[Mike @hifimike11]

A framework for training or teaching:

Show - You do it while they observe. Explaining along the way.

Guide- They do it while you walk them through it.

Observe- They do it and explain it while you are there so m case they need help.

Live- They’re out there doing it on their own.

Work through the stages as needed.

[TDS Consulting, LLC @Consult_TDS]

Performative productivity is a massive drain on your team, even if it makes your dashboards green.

[Mike @hifimike11]

A recent @asana report shows that 58% of workers and 62% of managers are stuck in what they call "work about work", and what I call performative productivity.

Coordination, status chasing, admin tasks- things that are show that tasks are being performed, but not always necessary to the outcome.

If you could get rid of even 1 performative productivity ritual in your week, what you be able to do instead?

[Mike @hifimike11]

In some cases, role-plays are not helpful. A lot of them become "get through this checklist" for the "rep", and the one pretending to be a buyer is trying to walk the line of "not too easy" and "not a jerk".

If you are struggling with this type of dynamic, it makes continuing them a challenge.

One thing I found helpful was to supplement role-playing with other activities that build the same skill.

Instead of a discovery role play, they have 5 minutes to find someone in the room with whom they have something in common- and it can't be surface level! It has to be something interesting they find out through a discovery style conversation.

They learn effective ways to ask questions and connect, without it being a scripted surface-level interaction.

[TDS Consulting, LLC @Consult_TDS]

Keys to suCCCess.

[Mike @hifimike11]

The 3 Cs I focus on when working with orgs:

Clarity- Priorities and expectations
Culture- Ways of Working, Team norms
Capacity- The ability to execute

[Mike @hifimike11]

I had an interesting conversation for a Customer Success Team this week.

They were talking about how they were overworked, pulled in different direction, and not able to get real movement on their metrics.

Digging deeper, it turns out there were two huge issues:

1. They were being used as a support function

2. Their measurement was focused on their activity

The good news? We are making a plan to get back on track!

Reach out...I'd love to help take your teams from busy to better.

[Mike @hifimike11]

I've worked with many people who want a rule for every exception.

They don't want to worry about the exception to the rule.

If you need a decision tree and script for every possibility, then you are easily replaceable.

That is where you bring the most value to your work.

[Mike @hifimike11]

People who understand and can orchestrate systems and processes will be crucial in how successful and impactful AI or tool implementation is.

[Mike @hifimike11]

Ambiguity is destroying your team.

Leaders are afraid to bring clarity and set priorities because they are focused on short-term metrics instead of long-term trajectory.

Bringing clarity for goals, priorities, and expectations is a great step in the right direction.

But so is understanding that reactionary priorities shifts aren’t a good strategy.

[TDS Consulting, LLC @Consult_TDS]

Find more guidance in the book-
From Busy to Better: Redefining Productivity for the Modern Commercial Team

https://t.co/E1TNRjcMu2

[Mike @hifimike11]

We often overlook the consistent performers and focus on our "top performers".

While it is important to give top performers the
right attention to keep them motivated, the middle consistent represent a significant opportunity.

By providing targeted support and development
opportunities, organizations can elevate the performance of this group, leading to substantial overall gains.

Here’s how you can develop your middle performers in practical ways:
• Targeted training to build core competencies and confidence.
• Incremental incentives that reward improvement, not just high
output.
• Clear coaching frameworks tied to real business outcomes.

[Mike @hifimike11]

We are not infinite task machines.

There are real limits to how much information we can digest in a short period of time. Limits to how many tasks we can juggle at once. And limits to the amount of stress we can absorb.

Once we hit the limit on even one of these, performance falters or even collapses.

When we are constantly switching contexts, managing numerous small tasks simultaneously and trying to keep track of information (especially when it is disorganized) our available cognitive capacity is drained.

Unfortunately, the mental effort required to complete a task is too-often overlooked when designing work and teams.

Smart leaders recognize that you cannot brute-force human output forever.

You must design systems that respect and extend human capacity.

[TDS Consulting, LLC @Consult_TDS]

This will help understand where wasted effort is is.

When people work on things that don’t matter as much, they burn out faster.

[Mike @hifimike11]

The best leaders ask two questions daily:

- What are we doing that looks productive but isn’t?

- Where are we rewarding activity instead of outcomes?

[Mike @hifimike11]

The best leaders ask two questions daily:

- What are we doing that looks productive but isn’t?

- Where are we rewarding activity instead of outcomes?

[TDS Consulting, LLC @Consult_TDS]

Small enablement team?

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Personalized to the needs of your team.

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