By Simon Hazeldine Most sales managers think they coach more than they actually do. That may sound harsh. But listen to a typical conversation. Salesperson: “The deal has stalled. Procurement…
By Simon Hazeldine Every sales organisation has targets. They are the heartbeat of most commercial strategies, the rhythm by which managers measure performance, and the stick (and occasional carrot) that…
By Simon Hazeldine In strong economies, average sales leaders can hide. Good market conditions mask mediocre strategies, sloppy execution, and fragile cultures. But when the market tightens, when uncertainty surges,…