Sales organizations promote based on one signal almost every time: who is hitting the number. It feels like the...
Leadership Articles
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...
Low Close Rates are a Symptom of Poor Discovery
Low close rates are a symptom, not the disease. Too often, sales leader misdiagnose the problem, blaming reps for lack...
How to Build Accurate, Predictable Sales Forecasts
Why are sales forecasts so damn unreliable? If you’re leading a sales team or running revenue operations, you’ve...
Overcoming Shrinking Average Sales Price
Salespeople don’t lose deals because of price. They lose because they fail to make buyers care about the value....
Why Your Sales Kickoff Event Could Be Costly
Let me be straight: most companies are approaching their Sales Kickoffs with misguided enthusiasm. Significant budgets...
Activity Metrics Are Failing Your Sales Team
If more activity guaranteed better sales, every team would crush their numbers. But here we are – sales leaders piling...
Mavens of Modern Sales – Randi-Sue Deckard
Welcome to Mavens of Modern Sales, where we take a deep dive with the sales leaders pulling sales teams in the 21st...
Why Deals Get Stuck
Deals get stuck because the buyer doesn’t believe your solution is worth the effort, time, or money right now. It’s...
Sales Manager Traits to Look For
Sales managers bridge a crucial gap between sales leadership and front-line salespeople. They execute strategies,...
Building a Fluff-free Sales Pipeline
When was the last time you analyzed the deals in your sales pipeline? Have you ever taken a look and thought, “This...