Two meetings. Two companies. Two different industries. Same opening line: “We need to transform our sales team.” Same problem underneath: they had no idea what their salespeople were actually doing. I always ask the same question when I hear “transformation.” “What’s happening that makes you want to do that?” Meeting one. The CEO told me […]

Last week, a Sales Director showed me one of his team’s meeting recordings. The salesperson was polite. Structured. Professional. They asked the right questions. They showed the right slides. They followed the right steps from the playbook. About twenty minutes into the conversation, the customer mentioned something almost in passing. “We would need to check […]

You built your business almost from scratch. You put in the energy, the time, the attention. You carried sales yourself, shaped the offer, guided the commercial team. And it worked. Today, the company generates revenue. Profits. You have a solid team in place. Objectively, things are going well. And yet, you feel that something is […]

In many organizations, there are moments when performance begins to feel unstable without being visibly broken. One week, it feels obvious that something fundamental needs to change. The system no longer seems to hold. The way work is organized, decisions are made, or efforts are coordinated appears to have reached its limits. The following week, […]

You have a sales team of experts. They know the offering by heart. They can answer any technical question. They can explain every feature, every option, every difference with competitors. And yet, selling remains difficult. So you do what most sales leaders do when competence is not translating into results. You organize trainings. You refine […]

“Something strange happened right after our Sales Kickoff,” he said. “What kind of strange?” I asked. “We launched the plan. It was solid. Clear priorities, a coherent roadmap, full alignment. And yet, less than a week later, it was already shifting.” “Officially?” “No. Nothing formal. No announcement. It just… changed.” I asked what had triggered […]

This is the time of year when many sales organizations hold their Sales Kickoff. A few days away from the field.New ambitions.New priorities.New messages about how this year will be different. Sales Kickoffs are usually well designed.They introduce new products, new programs, new tools, new ways of engaging customers. And most of what is shared […]

Every year, the pattern is familiar. Targets go up.Budgets stay tight.Operating modes remain largely unchanged. And yet, many sales leaders genuinely expect different results. This is not a question of motivation, effort, or even talent.It is a leadership reality check. If 2026 is meant to be different, then sales leaders need to pause before acting […]

Sales leaders all face the same moment at some point. The teams are capable.The tools are in place.Activity is high. Yet something doesn’t hold. Results become volatile.Forecasts lose reliability.Pressure increases.The same deals keep coming back to the table. The reflex is predictable. Add a tool.Tighten the process.Push activity.Raise targets. These responses are rational.They are also, […]