“You’ve developed in a short time a sales culture, and it’s obviously successful,” says Bridget Manahan, an executive with Western Bank in St. Paul and the Upsize Growth Challenge finance and operations expert.

She’s responding to Cheryl Alexander & Associates, the leadership development consulting firm that recently updated its progress toward meeting its goals. “And a key part of maintaining a sales culture is doing what you coach others to do,” Manahan adds.

In other words, the mother-daughter team who runs Cheryl Alexander & Associates needs to develop the habits that allow them to get measurable results, day after day and month after month.

“I applaud the strategy you’re developing of bringing metrics to what you do,” Manahan says. “The discipline will be keeping that going when you see the results.”

Specifically, she likes their new focus on looking for coaches that aren’t only about “compassion and character,” as they used to do, but who also want to gain a piece of business, which they’re paid 10 percent to obtain.

“So they’re thinking bigger, they’re hungry,” says Tami Sulistyo, executive vice president of Cheryl Alexander & Associates.