A rep behind quota has exactly one lever that matters: how much qualified activity gets produced between now and the...
Gap Selling Resources Articles
Symptoms and Catalysts: A B2B Prospecting Framework
Most B2B prospecting advice assumes the buyer already knows they have a problem, and the rep's only job is to find...
The Offer-Ask Ratio: Sizing a Cold Outreach Request
A buyer deciding whether to respond to a cold email is running a cost-benefit calculation, whether or not they're...
Sales Rep Assessment Scorecard: Hard Skills, Soft Skills
Ask every manager on a sales team to independently write down, right now, the criteria for what makes a great rep....
Growth Mindset Sales Coaching: Dweck’s Praise Research
A sales manager who tells a rep "you're a natural closer" and a manager who tells the same rep "the way you reframed...
The Performance Paradox: Why Experienced Reps Plateau
Physicians with more years in practice produce measurably worse patient outcomes, on average, than physicians with...
Ability, Motivation, Opportunity: Campbell’s AMO Model
A sales rep can complete every module in a certification program, pass the exam, and still miss quota by a wide...
Why CROs Get Fired for Unannounced Forecast Misses
A CRO's job security tracks one variable: whether the board learned about a miss before the miss showed up in the...
How Long It Takes a Sales Rep to Ramp to Full Performance
Ask a CRO how long it takes a new rep to reach full performance and most will answer with a ramp-quota schedule: 90...
How Should Sales Enablement Be Measured? Start Here
Quick answer: Sales enablement should be measured on the sales metrics it exists to move: win rate, average time to...
The Three Improvement Loops for Sales Performance Systems
A sales team that wins a deal and moves straight to the next one, or loses a deal and shrugs it off, is running a...
Why B2B Deals Stall: Survey Data From 1,200 Buyers
Sales leaders default to budget as the reason a deal stalls. A survey of more than 1,200 B2B buyers found something...