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Leadership Articles

The Peacock Sales Org: Great Training, Flat Numbers

Quick answer: A peacock sales org produces genuinely high-quality enablement work that does not change business outcomes. The program is well designed, well delivered, and well received, scoring highly on satisfaction and completion, and six months later win rate,...
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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. New messaging, a workshop, a certification, two tools, an AI pilot, a battlecard project, all defensible on their own and none of them pointed at win...
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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, pulling deals forward from next quarter, and having executives step in to save deals. It works, which is why almost nobody examines it, even though the...
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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 them better. They get tools, content, and a cadence built around their own development. The manager coaching them gets almost none of that. The manager...
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