Connecting Dots to Build a High-Performing Sales Culture
Introduction This piece is a little different from what I usually publish. I’ve been thinking a lot about the connections that create high-performing workplaces and world-class sales teams—and I’m concerned we’re not seeing enough environments where people can truly thrive. Over the years, I’ve learned that performance isn’t just about talent. It’s about how behavior, […]
Continue readingThe Time-to-Value Fallacy: Why Adoption Beats Speed
Executive Summary Sales leaders often chase fast sales training implementations to hit time-to-value targets. The problem? Research shows short programs rarely drive adoption or mastery—especially for a full methodology. Extended, science-backed sales training using bite-sized learning, spaced repetition, retrieval learning and practice, and weekly manager support (including coaching) delivers far higher adoption. Over 75% adoption […]
Continue readingStraight Talk About What Holds Companies Back from Getting Better Sales Results
CEOs, Sales Leaders, and Enablement Professionals: Today, I want to talk about something that may be a bit uncomfortable and may even upset some of you. But the title of this article includes “Straight Talk” so I’m going on the record about things I see that hold companies back from getting better sales results. Buckle […]
Continue readingUsing Multi-Factor Analysis to Maximize Sales Performance Improvement
In this article, I want to talk about using multi-factor analysis to maximize your sales performance improvement. In plain English, this is a way to look at a whole situation in context—the root cause of the problem and possible solutions—and to come at the problem from different directions at the same time. The reason you’d […]
Continue readingUnleashing Growth: Overcoming 7 Common Barriers to Sales Transformation
In the ever-evolving landscape of business, the role of Chief Revenue Officers (CROs) or senior-most sales leaders (by any title), has never been more critical. These architects of growth are tasked with navigating complex market dynamics, driving revenue streams, and fostering a culture of success. However, achieving the highest levels of growth remains a challenge […]
Continue readingThe Flavors of Sales Enablement
I have always struggled with blanket, whitewash advice. I know that the frequency of how often I say, “It depends,” is annoying to some people. It’s equally annoying to me when people proffer out-of-context advice, presented from a position of authority, that is based on limited experience or expertise. Unfortunately, this seems to be rampant […]
Continue readingThere are Limits to What Sales Enablement Can Fix
Senior sales leaders and C-suite execs, this one’s for you. Pay attention. This is free consulting. Background & Context Enablement is Booming In an expanding number of vertical industries (but not yet everywhere), the concept of “enabling the sales force” has exploded. According to Paul Krajewski’s blog, where he tracks the profession, there were 15,000 […]
Continue readingHow to Resize and Retool Your Sales Force
This is a post I never wanted to write. I originally posted it as a LinkedIn Article in August of 2020 and unfortunately, find it relevant again already in mid-2022. At the time I published it initially, I had hoped the worst of the pandemic-fueled layoffs were behind us. Unfortunately, many company executives still needed […]
Continue readingThe Sliding Scale of Sales Transformation
Sales Transformation. It’s a term that means different things to different people. I’ve been involved in sales transformations that were entirely focused on getting the best-possible performance out of the sales force (ranging from a 30 to 600 percent increase in sales), independent of retooling the rest of the organization. In my experience, the potential […]
Continue readingHow to Develop a Sales Enablement Plan That Delivers Results
It’s a cruel twist of fate for senior sales and revenue leaders that as the year barrels toward a close with urgency to maximize the remaining time, that strategic and tactical planning for the next year must happen at the same time. At a minimum, these leaders must tackle quota setting, territory optimization, account assignments, […]
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