Patterns
I'm all about high risk, high reward. I am the best door to door sales person.
Daredevil
When selling to me, you need to focus on the top line of the P&L.
High As.
What position is a non-negotiable when filling the initial workshop?
CEO/Owner/Operator/President
What are the 3 financial report cards?
Balance sheet, P&L/Income Statement, and Cash Flow Statement.
I call low As Jesus.
Mark Connelly.
I'm not mentioned in the workbook because my presentation is unpredictable.
Chameleon
I may give away margin in order to be liked.
High Bs
When selling to this category of patterns you need to paint a picture of how Culture Index will improve my culture, make me look good, and make my people happy.
High Bs
What financial report card will be impacted most when when there is a C player in A/R?
Cash Flow Statement.
I am the most educated outlier.
Dr. Kim Watson.
I'm the most difficult visionary pattern to close on the first call.
Architect
Some of my gifts are resiliency, finding work-arounds, and giving others opportunities through delegation. I can get myself into trouble because rules don't apply to me.
Low Ds.
You are meeting with a company that has 200 total employees.
-25% of the workforce turned over in 2025
-All turnover occurred in customer-facing roles
-The average annual salary for these roles is $75K
-Industry data estimates that the true cost of turnover for a customer-facing position is approximately 9× annual salary, accounting for (lost revenue, ramp time, training, customer disruption, among other opportunity costs)
Based on these assumptions, what is the TOTAL cost of employee turnover for the organization in 2025?
$33,750,000
What does the acronym EBITDA stand for?
Earnings before interest, taxes, depreciation, and amortization.
I used to sing opera.
Adam Walker
Perfection doesn't come in a 40 hour work week.
Technical Expert.
When selling to me you need to focus on risk and the bottom line of the P&L.
High Ds.
A key pain point for your current prospect is employee disengagement. Their total headcount is 400. Average salary is 80K.
According to Gallup:
-The cost of a disengaged employee is approximately 34% of annual salary
-69% of working Americans are considered at least somewhat disengaged
Based on Gallup’s data:What is the estimated annual cost of disengagement for this organization?
$7,507,200
When you're on a team diagnostic and you discover their primary pain point is sales, what part of the P&L are they referring to?
Top Line
I'm with skilled a shotgun and was the alternate twice for the US Olympic Shooting Team.
Haley Orlando
Gary often describes me as effervescent. You can rent me, but you can't own me.
Rainmaker.
I am driven to action when I am provided clarity, reassurance, and risk is removed.
Low As
If it takes 6 months for a new sales executive to reach optimal performance, how much does ramp time cost an organization if average monthly revenue for a ramped employee is 100k?
600k
This line item often makes up 70% or more of total operating expenses in organizations.
Payroll
I'm colorful in my language and garb. I'm also a regular at Burning Man.
Tawnya Starr