Insights
Notes from the sales work.
Practical thinking on sales strategy, leadership, coaching, and the systems behind execution.
Build, Rebuild, Modernize or Scale: What Does Your Sales Organization Actually Need?
When sales falls short, the conversation jumps to solutions. First name the situation: build, rebuild, modernize, or scale—then fix what that situation needs.
Read articleMost Sales Teams Buy an AI Tool Before They Know What Job It's Supposed to Do
Practical AI starts with a defined sales job, not a product demo. Finish one sentence before you buy: who, what job, and how you'll know it worked.
Read articleManaging vs. Coaching: Why Most Sales Managers Only Get Trained for Half the Job
Managing and coaching are different skills. Most sales managers learn how to inspect activity and hold people accountable—and never learn how to develop judgment.
Read articleYour Comp Plan Is Already Telling Reps What to Do. Is It Saying What You Meant?
Before calling something an accountability problem, look at the economics from the rep's side. Your compensation plan may already be driving the behavior you keep asking against.
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