Post by Adam Carr

I've been shifting how I run my cadence lately. For a while the focus was simple – get in front of customers, be present, be available, show up. And that was the right phase to be in. But I started asking a question that made me uncomfortable: we're running all these meetings, all these trainings but what's actually moving because of them? Because activity and impact are not the same thing. And it's really easy to build a post-sales motion that looks incredibly busy and can't answer that question cleanly. So we are changing the shape of how we review the work. Every training, every engagement – I want to know the expected outcome before it happens, and whether it moved after. Not a recap or a count of meetings held. A simple honest read: did the thing we said would happen, happen? If yes, do more of it. If no, figure out why before running the same play again. It sounds obvious but most teams never make the jump from phase one (just get in front of customers) to phase two, which is actually tying those interactions to something that changes. We're in phase two now. It's a harder problem but asking "what did that actually do?" before you run the next one is the whole game.