Fifteen years of commercial leadership taught me to sort everything into two piles

Fifteen years of commercial leadership taught me to sort everything into two piles.

Things that compound: documented process, distributor relationships managed well, a brand built one post at a time, a comp plan aligned to the right behavior.

Things that don't: a heroic quarter, a one-time discount, a burst of activity that spikes pipeline this week.

Both feel productive. Only one keeps paying.

The whole game is putting more of your hours into the first pile.