If it were only as simple as flipping a switch. Our industry metrics are specific, measurable and managed (by some of the greatest executives and sales leaders) with dexterity by the minute. But why then do some organizations enjoy huge double digit margins and others are challenged to enjoy any profit from their hard work? Is it margin or mindset; perhaps it’s both. Gross Sales? VPG? Cost of Sale? Gifting? Overhead? Debt Service? Some organization manage with the austerity of a New England book keeper, while others spend freely like my teen age daughters on a shopping spree. The difference is…..