Leading Sales Teams Through Economic Uncertainty
Practical guidance for sales leaders on keeping teams steady, customers served, and forecasts honest during periods of economic uncertainty.
Read article →The Disciplined Executive: Decisions Under Pressure
Practical habits that help executives and sales leaders make sound decisions under pressure, drawing on military experience and bounded rationality.
Read article →Sales Compensation That Drives the Right Behavior
Principles for sales compensation design that align rep incentives with company strategy, customer value, and long-term revenue.
Read article →The Behavioral Advantage: Removing Friction From Your Sales Organization
How sales leaders can use behavioral theory to find and remove the hidden friction that drains sellers' time, attention, and motivation.
Read article →Your First 90 Days Leading a Sales Team
A practical, phase-by-phase plan for a new sales leader's first 90 days, built on listening, diagnosing the system, and earning trust.
Read article →Lean Six Sigma Lessons for the Sales Floor
Process thinking from manufacturing can make sales teams more consistent. Here is how to apply Lean Six Sigma ideas without losing the human side.
Read article →The Systemic Reasons Top Reps Fail as Managers
When top reps struggle as managers, the cause is usually the system around them, not a lack of skill. Here is what to look at and change.
Read article →Coaching vs. Managing: Where Frontline Sales Leaders Should Spend Their Time
Frontline sales leaders are pulled toward managing deals and reports. Sales coaching is where lasting improvement happens, and it needs protected time.
Read article →What the Army Taught Me About Leading Sales Teams
Twelve years in the U.S. Army shaped how I lead sales teams: clear intent, high standards, preparation, and taking care of the people doing the work.
Read article →Why Most New Sales Managers Struggle in Their First Year
New sales managers rarely fail for lack of talent. They fail inside systems that were never designed to help them make the leap from seller to leader.
Read article →