Most salespeople do not miss quota because they are lazy. They miss because their personal goals in sales are vague, disconnected from the math, and not tied to a weekly cadence with accountability. Companies push a number. Reps push back with activity. The result is drift.Personal goals in sales are not fluff. They are the […]
From Personal Goals in Sales to Pipeline: Turning Your “Why” Into Weekly Wins Read More »
For CEOs and owners of small and mid-sized businesses, sales team turnover is more than an HR problem, it’s a growth killer. Every time a salesperson leaves, you’re not just losing a headcount, you’re losing pipeline momentum, customer trust, forecast accuracy, and months of progress that can’t easily be replaced. Unlike other departments, sales attrition
Sales Team Turnover: The Hidden Tax On Growth Read More »
If your sales forecast is off, your plans are fiction. Hiring, inventory, cash, investor updates. All of it. Most SMBs are making decisions on numbers that are half true at best. Let’s fix that. The 7 Ways Forecasts Go Wrong Hope disguised as pipeline Deals sit in late stages because someone “feels good” about them.
Why Your Sales Forecast Is Lying to You (and What to Do About It) Read More »
Let’s be honest, most sales meetings suck. There, I said it. They’re bloated. They’re boring. They’re about as productive as a treadmill at a donut shop. We’ve all sat through the kind of meeting that could’ve been a Slack message or worse, one that kills the team’s energy for the entire day. I once attended
Sales Meetings That Don’t Suck: How to Make Every Minute Count Read More »
You have the sales dashboard pulled up. Charts everywhere. Some lines are up and to the right. Others are flat. Your gut says something is off, but the numbers look impressive at a glance. So why are you still missing revenue goals? (HBR – The Danger of Vanity Metrics)
From Vanity to Value: The Sales Metrics That Actually Drive Growth Read More »
We are constantly talking about mindset. Grit. Vision. Process. But behind all that, there’s a deeper question most leaders never stop to consider. What is the psychological lens through which we view our people? More to the point—are we leading like Freud or like Adler? (For a clear [Freud vs Alder comparison], this Simply Psychology
Sales and Business: Adler vs Freud, Which Psychology Builds a Better Team? Read More »
If your company is running on EOS® (the Entrepreneurial Operating System) or you’re considering implementing it, you already understand the importance of structure, accountability, and vision. But let me ask you this: Is your sales team operating with the same level of discipline as the rest of your organization? For many small and mid-sized businesses
EOS Aligned Fractional Sales Management: The SMB Game-Changer Read More »
Is your sales team losing momentum? There is a dangerous myth in a lot of sales teams and businesses: the idea that if things are stable, if revenue is holding steady, if the team is “doing okay,” then we’re standing still. And standing still feels safe. It feels like, well, at least we’re not losing
Is Your Sales Team Losing Momentum? Read More »
Let’s talk about a silent killer in sales teams: lack of sales accountability. I’ve worked with plenty of business owners and sales leaders who feel like they’re constantly putting out fires—sales reps missing targets, deals stalling, pipelines drying up. When I ask what’s driving these issues, the answer is almost always the same: there’s no real accountability in
Sales Accountability: The Missing Ingredient for Revenue Growth Read More »
Revenue growth isn’t just about having a great product or service. It’s about having a structured, disciplined, and well-led sales operation that can consistently bring in new business. Yet, many CEOs and business owners find themselves in a frustrating position: revenue has plateaued, sales forecasts are unreliable, and no matter how much pressure is put on the
Revenue Isn’t Scaling: Sales Leadership Gaps Holding You Back Read More »
