Sales Insights
Practical perspectives on sales hiring, training, process design, and team performance from three decades of consulting experience.
How to Build a High-Performing Sales Team From the Ground Up
Building a great sales team is not about finding superstars. It is about creating a system where good people can do great work consistently.
Read Article →The Real Cost of a Bad Sales Hire
DePaul University puts the average replacement cost at $97,690. For sales roles, the true number is significantly higher when you account for everything.
Read Article →Sales Compensation Plans That Actually Drive the Right Behavior
Your compensation plan is either your greatest retention tool or your biggest flight risk. There is no middle ground.
Read Article →Why Most Sales Training Fails (And What to Do Instead)
Companies spend billions on sales training annually. Most of it produces no lasting behavior change. The problem is not the content.
Read Article →The Discovery Call Framework That Closes More Deals
The discovery call is where deals are won or lost. Most salespeople rush through it and pay the price later in the pipeline.
Read Article →Building a Sales Playbook That Your Team Will Actually Use
A playbook turns your best practices into repeatable processes. Without one, you are relying on individual heroics that do not scale.
Read Article →Customer Retention Strategies That Drive Profitable Growth
Acquiring a new customer costs 5 to 7 times more than retaining an existing one. The most profitable growth happens where you are already planted.
Read Article →The 5 Mistakes That Derail New Sales Managers
The transition from top salesperson to sales manager is one of the hardest in business. These are the traps I see repeatedly.
Read Article →Using Personality Assessments to Build Stronger Sales Teams
Extended DISC assessments provide a practical framework for understanding how your people sell, communicate, and respond under pressure.
Read Article →Creating Real Accountability in Sales Teams
Accountability is not about pressure or punishment. It is about building a culture where commitment replaces compliance.
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