Quick answer: A peacock sales org produces genuinely high-quality enablement work that does not change business...
Gap Selling Resources Articles
The Random Sales Org: Busy Enablement, Flat Numbers
Quick answer: A random sales org runs a high volume of enablement work that is not connected to any business number....
The Heroic Sales Org: What the Quarter-End Push Costs
A heroic sales org makes its number through force rather than through a system: pushing harder, discounting deeper,...
Why Sales Managers Are the Least-Coached Role in Revenue
Reps get training every quarter. They get coaching every week, from a manager whose job is partly defined by making...
The Cost of the Heroic Quarter-End Close on Win Rates
At the end of every quarter, sales reps close 2.9 times more deals than they do during a typical stretch of the month....
The Peter Principle in Sales: Research on Promoting Top Reps
Sales organizations promote based on one signal almost every time: who is hitting the number. It feels like the...
Deal Rescuing: Why Sales Managers Take Over Stalled Deals
Deal rescuing is the most common failure pattern in frontline sales management: a manager takes over a rep's stalled...
ODP Sales Coaching Framework: Deal vs. Skill Coaching
ODP, short for Observe, Describe, Prescribe, is the coaching framework a sales manager runs to convert what they see...
Why Sales Forecasts Are Always Wrong: The Two-Owner Fix
A sales forecast number passes through four or five people before it's final: the rep gives a number, the manager...
Buyer Input Data (BID): Definition and Quantification
Buyer Input Data (BID) is the specific, buyer-verified intelligence that proves the cost of a buyer's inaction is...
Best Case, Worst Case, Most Likely Forecasting: The Limits
Best case, worst case, most likely forecasting is one forecast, built on the same rep-confidence inputs, presented...
The 5 C’s: Sales Forecast Close Rates by Buyer State
An accurate sales forecast requires testing five specific conditions confirmed by the buyer directly: Clarity,...