Katie Walsh

Typical KPIs like stage conversion rates, deal velocity, and pipeline coverage are useful signals, but they don’t always reveal why deals are slowing down and tend to be ...

KPIs alone don't improve forecast accuracy - disciplined pipeline management does. Most teams are drowning in metrics but can't predict what's actually going to close nex...

Champion Engagement Score Track how often your internal champion initiates contact vs. you chasing them. Champions who go quiet = deals that die. Most CRMs can't measure ...

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...

The Framework That Works: Focus on leading indicators that reps can control, not just lagging outcomes they can't.Revenue Growth:Objective: Accelerate revenue growth in t...

Deal Concentration Risk and it's one of the most dangerous blind spots in pipeline management.The Problem: Teams hit their 3x or 4x pipeline coverage target, but 40% of t...

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, ...

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...

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,...

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...