Charles Bernard, Founder and CEO of Criteria for Success, continues his conversation with Tony and Brian with the premise that during unstable times you should be making promises to your customers. He describes how to do so with integrity and candor. The conversation also addresses the application of a Management By Objectives approach to performance and incentives.  But perhaps Charles’ most innovative idea in the podcast is how to establish leading indicators in sales that literally drive a change in the behavior of your sales team.