There is No Turning Back

The great poet, Annie Johnson Flint once wrote:

Have you come to the Red Sea place in your life,

Where, in spirit of all you can do,

There is no way out, there is no way back,

There is no way but through?

My oldest daughter hanging from the ropes in the picture above inspired me to write this Blog. She recently returned from a 12-day trip to Costa Rica with her high school Spanish class.

Strategic Advisors are great! They are direct, forthcoming with great feedback, full of fresh new ideas and the TRUTH! Several weeks ago, two brilliant women strategists spent several hours with us engaged in a conversation that provided us with laser focus clarity. There Is No Turning Back! If you lead with truth, your passion focused on accountability, and your vision is clear, any feedback – positive or negative will always be welcomed.

The Situation

As a leader, it’s easy to second guess your decisions. Right or wrong, good or bad; most decisions will affect others positively or negatively. Those of you who have made tough discussions in your professional career will appreciate this story.

In early 2007, a CEO asked me to assess the current state of the business to help him determine new ways to improve the company’s overall performance. For ten years, the company had been stagnant. Wall Street and the Board of Directors were putting enormous pressure on the CEO to hit profitability and grow the bottom line. The company had been in business for 25 years, selling old technology, which was being fiercely challenged by four new competitors for the first time .

The Need for Change

After four months of assessing the business, the recommendation was made to divide the sales organization into two separate business units. The team was stretched. People were not in the right positions and productivity levels were low. The group had several major challenges: limited product and procedure knowledge, large geographies, multiple call points, and limited strong physician relationships. For those of you who have spent time in the medical device industry, you understand how challenging it is to call on Electro -Physiologists (EP), Interventional Cardiologists (IC), and Cardiac Surgeons (CS) let alone cover all their cases in one day. Einstein would have been challenged.

Wall Street analysts were relentless, competitors were aggressively taking market share, and the CEO and Board of Directors were under pressure to make a strategic decision. The company’s decision to split the organization was a calculated risk with uncertainty. In order to grow, they needed to make a drastic change to build the core businesses.

In the summer of 2007, they decided to conduct a “Pilot Program.” They gave me the okay to hire seven sales professionals, “A” players. In their words, it would “get the ball rolling.” So, from July to September, I hired a full team of the best of the best in the industry. At the end of the fourth quarter 2007, our team grew $1 million dollars over Q4, 2006. The team exceeded all revenue projections and expectations!

The quarter ended. I was completely exhausted after extensive travel, hiring a new team, and rebranding and remarketing the division. A single mother of three, I finally got to take my kids on vacation – a surprise trip to CABO!

January 4^thwas a day I will never forget. My boss called me midday in CABO to share some exciting news. He said, “You know that six month strategic plan we put in place to spin off the Lead Management Division?” “Yes,” I said. Complete silence and then, “Well,” he said, “While you have been on vacation, the CEO and Board made the decision to go live January 15^th to let you spin off the two divisions ….so congratulations!”

I remember standing at the edge of the pool deck, staring out at the ocean in complete shock. I couldn’t believe it. All I could say was, “Are you kidding me?” He said, “No, I am serious.” What he didn’t expect was what I said next. “What is our communication strategy? What happened to our strategic plan? How are we going to transition customers and how do you plan on compensating the sales team during this transition? I am sorry but this is a huge mistake!” He quietly said, “We will figure it out when you get back…it will be fine. You will figure it out!”

The CEO made the decision to move forward. He was confident of our team’s ability to continue building from our “fantastic Q4 results.” The “Pilot Program” had proved to be a solid business model and, in his mind, was the right direction for the company, Wall Street and the investors. So… while I was on vacation, they pulled the trigger!

Change creates uncertainty. Lack of communication creates PANIC and people get upset! That is exactly what happened! Our original plan went out the window. The team didn’t understand how the new split was going to affect them, their business, compensation, or their physician relationships.

The Result

Change is never easy for any organization but if communicated properly and executed flawlessly, the results are rewarding. However, I came home to a beehive! Not only was the company in a state of shock but so were Wall Street analysts. The CEOs communication strategy to the company and the Street was unclear. Analysts stated during the Q4, 2008 earnings call, that, our strategy was “ WEAK and will never work.” I was listening attentively to how the Executives were positioning the new strategy and I was excited and proud. I knew that once they shared our sales results, it would calm concerns and get their attention.

I remember feeling anxious as negative comments flew from every direction. There were comments such as , “why did your team all of a sudden decide to divide the two sales divisions?” I just shook my head in frustration, knowing that if we had followed the original plan, this conversation would never have occurred. Investors saw the split as a profitability issue – not as a growth opportunity for the company.

After the earnings call, I was fired up! The management team became more determined to “wake up” Wall Street and prove our strategy was solid. My competitive nature kicked in. The team was on a mission to exceed all expectations for Q1, 2008! That year, we built on our 2007 successes and each quarter exceeded all revenue goals.

During the October 27, 2010 investor call, the company reported to Wall Street the following; “Lead Management revenue once again leads our growth. This was partially offset by weakness in our Vascular Intervention revenue, which reflects the challenging economic and competitive environment. Lead Management continued its strong performance, generating revenue of $10.6 million or growth of 8% versus last year. Recall that last year’s third quarter is a difficult comparison, as we benefited from unprecedented interest in our lead extraction products in May 2009.”

When the two divisions split, the annual revenue was $22 million. In two short years, revenue growth was up $18 million, finishing 2010 over $40 million in sales. The important decision to split the two business units proved to be the best strategic business initiative for the company.

The lesson I learned from this experience was the power of FLEXIBILTY. Once a significant decision is made by the top leaders, embrace it and empower your team to execute! The results will be rewarding! After reading the positive comments the company and Wall Street made in 2010, I feel fulfilled that my team stepped up and executed. The Tap on the Shoulder…stay tuned.

39 Responses to “There is No Turning Back”

best quality backlinks, on August 13th, 2011 at 7:07 pm Said:

Wow, wonderful weblog structure! How lengthy have you ever been blogging for? you make running a blog glance easy. The total look of your web site is excellent, neatly as the content!
bishopbriggs news, on August 14th, 2011 at 9:40 am Said:

Buenas Noches! I would just like to offer my thanks for the first class information you have here on this post. I will be visiting your website for more cool info soon.
Custom T shirts, on August 14th, 2011 at 4:50 pm Said:

Virtually all of whatever you assert happens to be supprisingly accurate and that makes me wonder the reason why I had not looked at this in this light previously. This particular article truly did switch the light on for me personally as far as this subject matter goes. But at this time there is actually 1 position I am not necessarily too comfortable with and while I attempt to reconcile that with the main theme of your point, allow me observe what all the rest of your readers have to say.Well done.
speaker wire, on August 15th, 2011 at 2:36 pm Said:

Awsome site! I am loving it!! Will be back later to read some more. I am bookmarking your feeds also
Custom Kids & Babies, on August 20th, 2011 at 8:57 am Said:

I do {like|enjoy|love} the {way|manner in which} you have {framed|presented} {this|this particular|this specific} {issue|concern|problem|matter|challenge|difficulty|situation} {and|plus} it {does|really does|does indeed} {give|provide|offer|supply|pr…

A large percentage of of whatever you claim happens to be supprisingly appropriate and it makes me ponder why I had not looked at this in this light before. This piece really did switch the light on for me as far as this subject matter goes. However at…
psie forum, on August 21st, 2011 at 10:13 am Said:

I have been surfing online more than three hours today, yet I never found any interesting article like yours. It’s pretty worth enough for me. Personally, if all site owners and bloggers made good content as you did, the net will be a lot more useful than ever before.
Kaila Loader, on August 21st, 2011 at 11:10 am Said:

I am happy that I detected this weblog, precisely the right info that I was searching for!
bing games online, on August 21st, 2011 at 12:41 pm Said:

Your page is so fantastic! You sure do know how to keep your audience entertained. Im so glad that I took the time to look at this blog, because let me tell you. Not a lot of people know how to balance knowledge of a subject and content. The videos are perfect!
Mathew Newberger, on August 22nd, 2011 at 8:36 am Said:

Outstanding information once again. Thanks a lot=)
Emery Cholewa, on August 22nd, 2011 at 9:33 am Said:

Good write-up, I’m regular visitor of one’s site, maintain up the nice operate, and It is going to be a regular visitor for a lengthy time.
Carola Litzenberger, on August 22nd, 2011 at 7:56 pm Said:

My brother recommended I would possibly like this website. He used to be totally right. This submit actually made my day. You cann’t imagine just how a lot time I had spent for this information! Thanks!
Tyrone Dolinski, on August 23rd, 2011 at 6:29 am Said:

You have mentioned very interesting points! ps decent website.
Siu Sennett, on August 23rd, 2011 at 6:55 am Said:

I’ve been browsing on-line greater than 3 hours these days, yet I never discovered any attention-grabbing article like yours. It’s lovely value sufficient for me. In my opinion, if all webmasters and bloggers made good content material as you did, the web will probably be a lot more useful than ever before.
Ike Rowand, on August 23rd, 2011 at 7:20 am Said:

I would like to thnkx for the efforts you’ve put in writing this web site. I am hoping the same high-grade blog post from you in the upcoming also. Actually your creative writing abilities has encouraged me to get my own blog now. Actually the blogging is spreading its wings quickly. Your write up is a good example of it.
Black Tea, on August 25th, 2011 at 3:46 pm Said:

I’m adding your blog’s rss feed so that I can see your new posts. Keep up the great work!
pokerfacebookchip, on August 26th, 2011 at 7:20 am Said:

Hi! I’m at work surfing around your blog from my new iphone! Just wanted to say I love reading your blog and look forward to all your posts! Keep up the superb work!
Hawaiian shirt, on August 27th, 2011 at 5:33 am Said:

Thank you for the article. Very informative, keep up with the good work!
Free Delay, on August 28th, 2011 at 5:14 am Said:

You have a few helpful ideas! Perhaps I should think of trying to do this myself. Respectfully
free online dating sites, on August 29th, 2011 at 5:41 pm Said:

Fantastic site. Lots of helpful info here. I am sending it to several friends and additionally bookmarking it. And of course, thank you on your effort!
Margene Contrell, on August 30th, 2011 at 8:46 pm Said:

A helpful share, I just passed this onto a student who was doing a little analysis on this. And he in fact purchased me lunch because I found it for him.. smile. So let me reword that: Thank you for the treat! But yeah Thnkx for spending the time to talk about this, I feel strongly about it and love learning more on this topic. If possible, as you gain expertise, would you mind updating your blog with more info? It is extremely helpful for me. Big thumb up for this article!
Stanford Boesch, on August 31st, 2011 at 12:47 am Said:

Someone I work with visits your site quite often and recommended it to me to read as well. The writing style is great and the content is top-notch. Thanks for the insight you provide the readers!
Florentina Galante, on August 31st, 2011 at 4:19 pm Said:

I discovered your weblog website on google and examine a number of of your early posts. Continue to keep up the excellent operate. I simply additional up your RSS feed to my MSN Information Reader. In search of forward to studying more from you later on!…
vimax, on September 1st, 2011 at 3:33 pm Said:

Please tell me that youre going to keep this up! Its so great and so important. I cant wait to read far more from you. I just feel like you know so substantially and know how to make people listen to what youve got to say. This weblog is just also cool to be missed. Excellent stuff, really. Please, PLEASE keep it up!
xyxytodwhy.2011
Webhostingpad Coupon, on September 2nd, 2011 at 10:43 pm Said:

I’ve read several good stuff here. Definitely worth bookmarking for revisiting. I surprise how much effort you put to create such a fantastic informative website.
Yosh, on September 4th, 2011 at 9:25 am Said:

Best Links 2011…

Thank you for sharing excellent informations. Your web site is very cool. I’m impressed by the details that you have on this site. It reveals how nicely you perceive this subject. Bookmarked this web page, will come back for more articles. You, my pal…
Godaddy hosting promo code, on September 4th, 2011 at 11:35 am Said:

I do not even know how I ended up here, but I thought this post was good. I do not know who you are but definitely you’re going to a famous blogger if you aren’t already Cheers!
hyip, on September 5th, 2011 at 6:05 pm Said:

I agree with your Integrating Woman Leaders » There is No Turning Back, excellent post.
farmville tricks, on September 5th, 2011 at 6:05 pm Said:

I agree with your Integrating Woman Leaders » There is No Turning Back, wonderful post.
biblical farms, on September 6th, 2011 at 5:11 am Said:

I really love approaching your website! your amazing approach to see things is what keeps me interested. Thanks so much!!!!
used safes for sale, on September 6th, 2011 at 11:27 pm Said:

I adore coming to your website! your interesting gameplan to see things is what keeps me fascinated. Thanks so much!!!!
churches los angeles, on September 6th, 2011 at 11:55 pm Said:

I enjoy coming to your online presence! your enticing way to see things is what keeps me interested. Thanks so much!!!!
taobao33, on September 7th, 2011 at 1:50 am Said:

Hi! This is my first visit to your weblog! We are a collection of volunteers and starting a new initiative in a community within the same niche. Your weblog provided us useful information to work on. You’ve done a wonderful job!
youku786, on September 7th, 2011 at 2:38 am Said:

Youre so right. Im there with you. Your weblog is undoubtedly worth a read if anybody comes throughout it. Im lucky I did because now Ive got a whole new view of this. I didnt realise that this issue was so important and so universal. You unquestionably put it in perspective for me.
How To SEO, on September 8th, 2011 at 3:18 am Said:

This blog is amazing!! I like that you keep it clear and up to date! .. I’ve been looking all over the web for this specific issue but no luck until now! Thanks!
hdmi cables, on September 9th, 2011 at 5:46 am Said:

I am just commenting to make you know of the exceptional discovery my friend’s princess developed browsing yuor web blog. She noticed a wide variety of issues, including how it is like to have an excellent coaching nature to let other people completely know precisely chosen tricky things. You actually surpassed people’s expectations. Thank you for giving those helpful, healthy, revealing and also cool tips on that topic to Kate.
California SEO First Click, on September 10th, 2011 at 1:47 am Said:

Respect to the post author. This is really some wonderful information.
e cigarette kits, on September 10th, 2011 at 2:14 am Said:

Very clean and fantastic user friendly style and design, and relevant content. You’re an expert in this topic!
Electric Cigerets, on September 10th, 2011 at 2:15 am Said:

I really love coming to your website! your enticing approach to see things is what keeps me interested. Thanks so much!!!!
avocat, on February 23rd, 2012 at 8:33 am Said:

Excellent post, mate! Thanks for the useful information