Managing a Blended Team of Remote and In-Office Reps
Proximity bias quietly shapes coaching, visibility, and opportunity on blended sales teams. The practices that keep remote reps on equal footing with others.
, 3 min read, Sales leadership
Sales leadership: forecasting, coaching and hiring
Sales forecasting, pipeline reviews, coaching, hiring and territory design: the operating habits of sales organisations that consistently hit their number.
9 articles
Running a sales team is a different job from selling, and most people are promoted into it without being taught the difference. The work is forecasting honestly, inspecting deals without micromanaging, hiring people who can sell rather than people who interview well, and building a cadence the team can sustain for years.
Articles here cover the operating system of a sales organisation: forecast categories that mean something, weekly reviews that change outcomes, coaching that improves the median rep, and the structural decisions about territories, segments and headcount that determine whether the plan was ever achievable.
Articles
Building a Sales Culture That Survives a Bad Quarter
A missed number tests culture, it doesn't excuse abandoning it. What sales leaders do differently when results are down, and what makes a bad quarter worse.
, 3 min read, Sales leadership
When and How to Let Go of an Underperforming Rep
Firing a rep is a last step, not a first reaction. A process with real documentation, timelines, and a performance plan that protects the team and the company.
, 3 min read, Sales leadership
One-on-Ones That Actually Change Rep Behavior
A weekly 'how's the pipeline' check-in changes nothing. A four-part 1:1 structure that turns a status update into coaching with an effect that actually lasts.
, 3 min read, Sales leadership
Building a Sales Onboarding Program That Shortens Ramp Time
Ramp time is predictable from early milestones, not training hours completed. The onboarding structure and checkpoints that get new reps productive faster.
, 3 min read, Sales leadership
Hiring Your First AE: What to Look for Beyond the Resume
A strong resume is a weak predictor of sales performance. The interview signals, role plays, and reference questions that separate a closer from an interviewer.
, 3 min read, Sales leadership
Coaching a Rep Who's Missing Quota: A Diagnostic Framework
Missing quota has three different causes: skill, will, or territory. Treating them the same wastes a coaching cycle. A framework to diagnose which one you have.
, 3 min read, Sales leadership
How to Run a Pipeline Review That Isn't a Status Meeting
Most pipeline reviews confirm what's already in the CRM. A format built to surface risk instead: time-in-stage signals, sharper questions, and a monthly check.
, 4 min read, Sales leadership
Sales forecasting that survives the quarter: a method built on inspection, not optimism
Most forecasts are a mood with a number attached. A repeatable process for calling the quarter: pipeline coverage, deal inspection, and a weekly cadence.
, 5 min read, Sales leadership