By Simon Hazeldine Most sales organisations assume that deals are won or lost in dramatic fashion. A competitor swoops in. A budget disappears. A stakeholder blocks approval at the eleventh…
By Simon Hazeldine Most sales forecasts are not forecasts at all.They are performances. They look confident. They sound precise. They are delivered with authority in boardrooms and leadership calls. And…
By Simon Hazeldine Most CRMs fail not because of poor configuration, but because of poor intent. That may sound provocative, but it explains why organisations continue to invest heavily in…
By Simon Hazeldine Are you suffering from the curse of the shadow CRM? Many sales leaders believe they have a CRM problem.In reality, they have a trust and behaviour problem.…
By Simon Hazeldine Walk into most sales organisations and you’ll see the same thing. A wall of dashboards. A sea of charts. A leadership team obsessing over conversion rates, pipeline…
By Simon Hazeldine Walk into most sales organisations and you’ll hear the same mantra: “We’re performance-driven.” On the surface, that sounds impressive. But dig a little deeper and you’ll often…
By Simon Hazeldine For decades, quotas or sales targets have been treated as the sacred cornerstone of sales performance. They are the benchmark, the target, the “line in the sand”…
By Simon Hazeldine For decades, sales leadership has revolved around two words: the pipeline. Forecast calls, pipeline reviews, quarterly reports - they dominate how we track progress. Yet here is…
By Simon Hazeldine Walk into most sales organisations and you will hear the words “leader” and “manager” used interchangeably. Titles like Sales Leader are slapped onto business cards and LinkedIn…
By Simon Hazeldine It’s the hidden epidemic in sales organisations: underperformance that stems not from lack of effort, tools, or talent, but from inadequate coaching. While companies spend millions on…