Author
Antoine Buteau

Antoine Buteau

4 min read Free

Sales Management Series #7: Deal Reviews That Actually Change Deals

Most deal reviews are theater. The rep walks through the opportunity. The manager asks a few questions. The manager makes a suggestion. The meeting ends. Nothing changes. A useful deal review is different. It identifies a specific problem, produces a specific action, assigns that action to a specific person, and
4 min read Free

Sales Management Series #6: Forecast Discipline Starts With Manager Judgment

Forecasting fails at the manager level. Not at the rep level. A rep puts a deal in commit because they are optimistic. The manager rolls it up to leadership without challenge. Leadership uses the number for capacity planning, hiring, and financial commitment. The quarter closes 35% short. The post-mortem
4 min read Free

Sales Management Series #5: Pipeline Quality Beats Pipeline Volume

A pipeline full of weak opportunities is worse than a smaller pipeline full of strong ones. Weak pipeline creates four problems. It generates false confidence in forecast calls. It consumes rep time on deals that will not close. It forces end-of-quarter scrambling when the weak pipeline is exposed.
4 min read Free

Sales Management Series #4: Pipeline Creation Is Different From Pipeline Inspection

Most sales managers are inspectors. They look at what already exists in the pipeline, update CRM fields, run deal reviews on existing opportunities, and try to push deals across the finish line. By the time they see the pipeline, the quarter's shape was determined weeks earlier. The work
5 min read Free

Sales Management Series #3: The Sales Manager Operating Cadence

A sales team without a manager cadence is a group of individuals with individual priorities. The cadence is what turns them into a coordinated execution unit. Cadence is not a meeting schedule. Cadence is a recurring set of decisions that the manager runs on a defined schedule, with defined preparation,
4 min read Free

Sales Management Series #2: The First-Line Manager vs. the VP: Where Sales Execution Actually Lives

Most companies conflate sales leadership. The VP of Sales gets treated as if they are responsible for field execution. The frontline manager gets treated as if they are a mini-executive with a smaller territory. Both treatments are wrong. The VP of Sales is responsible for strategy, capacity, forecast integrity
4 min read Free

Sales Management Series #1: Sales Management Is an Operating System, Not Motivation

Sales results are a lagging indicator. The leading indicator is management quality. Most companies treat sales management as a reporting layer. The manager collects updates, enters CRM notes, runs a weekly call, and forwards the forecast to leadership. If the numbers look bad, the manager delivers an impassioned speech about
Revenue Operations 4 min read Free

Revenue Operations Series #10: Revenue Operations Audit: Diagnosing Whether Your GTM System Works

A Revenue Operations audit should not start with "is Salesforce clean?" That question is too small. The better question is: does the go-to-market system turn strategy into consistent, measurable, accountable execution? If the answer is no, the CRM will show symptoms. But the cause may be
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