Culture Isn't Something You Announce
Every company claims to have a culture. Most of them declared it and waited for it to arrive. Culture doesn't arrive — it accumulates. Here's how high-performing sales teams actually build it.
You hired a VP of Sales. Now get out of their way
Most leaders know the obvious ways a VP of Sales hire goes wrong. There's a third failure mode nobody names — and the leader doing it genuinely believes they already handed it over. This one's harder to fix because it doesn't feel like a problem.
Your Sales Kickoff Can't Fix What You Never Built
SKOs are not a bad idea. But they are a very expensive way to paper over a problem that no three-day event can solve.
47% of My Team Made President's Club. Here's the Only Thing We Did Differently.
When 14 of 30 sellers made President's Club, nobody added headcount, changed the quota, or ran more training. We changed the structure. Here's what happened — and why the science behind it matters.
Building a Forecast You Can Bank On: Why Most Revenue Predictions Are Fiction — And How to Fix That
4 in 5 sales leaders missed their quarterly forecast last year. Most blame their team. The research — and a 14-deal collapse I lived through — points somewhere else entirely.