Observations on commercial transformation, sales leadership, and building with AI.
A five-part series examining why sales underperformance is accepted as normal, how dysfunction evolves without anyone planning it, and how diagnostic measurement can transform commercial outcomes.
When finance misses targets, there's an investigation. When sales misses targets, there's a conversation. This double standard reveals the dysfunction nobody talks about.
Read article →Sales dysfunction doesn't start with incompetent leaders. It evolves through predictable patterns as businesses grow. Here's how it happens and why you're not stuck.
Read article →Most dysfunction falls into six distinct categories. The catch is that most leaders instinctively reach for the two that feel most actionable, while the real issue sits in the categories that are harder to confront.
Read article →Insights on sales transformation, revenue growth, and diagnostic measurement. Plus get Free Sales Function Diagnostic (free) when you subscribe.
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