Sales Leadership

I've encountered a number of helpful communication frameworks, but I don't have a preference and have not adopted one specifically. What I do recommend, however, is tha...

The ones who have a high learning velocity, resilience, and customer curiosity.I hire for how people think, not just what they’ve sold. Top AEs show strong problem-solvin...

I think about AI in sales leadership as an accelerant and the foundation has to be trust.We use AI to help reps and managers see patterns faster, coach more consistently,...

One that’s purpose-built, not stacked. Every meeting should earn its place by changing decisions or behavior.I’m ruthless about meeting intent. Forecast calls exist to as...

Capture the reality, identify patterns, and turn insights into behavior change. If it doesn’t change how teams sell, it’s just reporting.First, I focus on getting clean, ...

Managing a remote or hybrid sales force really comes down to intentionality.I anchor everything in clarity.Clear expectations around goals, behaviors, and how work gets d...

A couple things: Whenever you can build an action that requires reinforcement into your standard operating model where it is just considered part of the day to day proces...

Pipeline coverage! It's not enough to say deals and dollars created will get us to our quarterly target as we need confidence that the deal creation is leading to real op...