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Leadership Articles

Sales Enablement ROI: Cost Center to Profit Center

Sales enablement touches every rep, every deal, and every piece of content a buyer sees before they decide. No other function has that kind of direct reach into revenue, not marketing, not operations, not even the CRO's own office. That should make enablement the...
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Action Bias in Business Decisions: The Penalty-Kick Study

Elite soccer goalkeepers dive left or right on penalty kicks 94% of the time. Statistically, staying in the center of the goal gives a goalkeeper the best chance of making the save. They dive anyway, almost every time. The behavior has a name: action bias, a...
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Sales Forecast Accuracy Benchmark: The 15% Standard

A forecast that misses by 30% and a forecast that misses by 3% get reported using the same word: inaccurate. That word is doing too much work. Most B2B sales organizations have never defined how much deviation between a forecasted number and the actual result counts...
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Weekly Sales Forecast Cadence: The 5-Day Review Rhythm

A sales forecast built once at the start of a quarter and checked again twelve weeks later functions as a guess with a report date attached to it. A forecast that holds up under real conditions runs on a defined weekly rhythm: five specific activities, one assigned to...
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