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Thursday, August 28, 2014

DOTC Leopard & MPSA MPS Leadership Winner, Kevin DeYoung, @QualPath

first aired, 5/19/11

Kevin 'burned the ships in the bay' a few years back, jumping headlong into MPS.

I have had many lively conversations with Kevin.

He is an MPS Evangelist, an MPS Purist, a true believer and his team at QualPath deserve the MPSA Leadership Award.

We here at DOTC are honored to have Kevin contribute as a guest writer, joining the 'Spotted ranks'.


Perhaps you looked at the MPS Model, studied it, tried it, maybe even think you are doing it, only to find out there is a Stage 1, Stage 2, Stage 3 and now (oh my) a Stage 4. It seems arduous doesn't it? Or does it?

MPS is not for everyone.

Just like hardware sales are not for everyone. The personality of an organization goes directly to whether or not the adoption of the MPS Model will be succesful. We attempt to profile salespeople relative to their MPS acumen without considering the organizational and executive personalities of the companies offering or considering MPS.

Many try and fail. A high percentage of the BTA Channel tries and exits. Why? Send me all the benchmarks, and statistical reasons as to why these failures exist and I will tell you that for them MPS is dressed in overalls and looks like work. For them each new success in MPS buys an admission ticket to a more difficult problem.

Read the rest, get the book.

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