Why Your Sales Forecast Is Wrong — and What to Do About It
More than 80% of companies missed their forecast last year. Not because of bad luck — because forecasting was treated as a report rather than a discipline. Here's the system that changes that.
he Scoreboard Doesn't Measure Talent. It Measures What the Team Produces Together.
Four of the fastest humans on the planet couldn't pass the baton. A commission-driven team voluntarily split deals without being asked. The difference between those two outcomes is not talent — it's identity.
Deal Inspection Is Not What You Think It Is
Most deal reviews are controlled by the rep. The manager hears the story they're meant to hear. Deal inspection done right flips that dynamic — and it starts before the conversation begins.
Why Great Sales Teams Get Better Every Quarter — And Most Don't
Most sales leaders manage results. The teams that sustain performance year over year manage something else entirely — rhythm. Here's what separates the teams that compound from the ones that just get through each quarter.
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.