Manage the Exceptions: Build the Right Sales Dials w/ Chris Blum
Building Your Sales Engine
<p>How to build validated sales dashboards, manage exceptions, and make better decisions—without flying by gut feel.<br> <br> <strong> </strong>To find our handout for this episode, click <a href="https://www.buildingyoursalesengine.com/giveaway" rel="nofollow">here</a>. </p>
<p>Static reports are lagging. In this conversation, Mark McGraw and Chris Blum (EH Blum Company) walk through moving from canned outputs to interactive, validated dashboards. Start simple (revenue, mix, low-margin drivers), manage the exceptions, hunt the 1% margin gains, and use leading vs. lagging indicators to forecast. Chris shares a private-pilot "six dials" framework (trust instruments, not feel), how to visualize obsolescence (new-in/old-out), why your dials must be custom, and where AI helps—as long as you validate the output before you act.<br> <br> 🔗 Download exclusive sales resources at: <a href="http://buildingyoursalesengine.com/giveaway" rel="nofollow">buildingyoursalesengine.com/giveaway<br> <br></a>Links<br> Sandler: <a href="https://www.sandler.com" rel="nofollow">https://www.Sandler.com<br></a>Episode page: <a href="https://www.BuildingYourSalesEngine.com/39" rel="nofollow">https://www.BuildingYourSalesEngine.com/39</a><br> Show links: <a href="https://linktr.ee/buildingyoursalesengine" rel="nofollow">https://linktr.ee/buildingyoursalesengine<br> </a>Chris on LinkedIn: <a href="https://www.linkedin.com/in/chris-blum-5439aa30/" rel="nofollow">https://www.linkedin.com/in/chris-blum-5439aa30/<br> <br> <br></a>In this episode:</p>
<ul>
<li> <p>Reports → dashboards and real-time data validation</p> </li>
<li> <p>Manage exceptions; the Power of 1% margin improvement</p> </li>
<li> <p>Leading vs. lagging indicators for practical forecasting</p> </li>
<li> <p>The pilot's six dials mindset for sales leaders</p> </li>
<li> <p>Obsolescence: visualize new-in/old-out to protect margin</p> </li>
<li> <p>Custom dials (cash flow, growth, R/Y/G alerts) tailored to your business</p> </li>
<li> <p>AI to build faster—validate before you act</p> </li>
<li> <p>Mark's practice: rolling 12s and "AI is great until it's not"</p> </li>
</ul>