2 min read

Personal Productivity and Knowledge Management Series #1: Before You Capture Anything, Decide What Capturing Is For

Capture should hold commitments and decision inputs, not every interesting thought. A fast system that routes each item toward action, reference, or disposal prevents the inbox from becoming a permanent pile.
5 min read

Sales Management Series #10: The Sales Management Audit

Continuous audits let sales managers repair operating weaknesses before they produce a bad quarter. Diagnosing cadence, pipeline, coaching, forecast, coverage, and handoffs reveals the two or three highest-leverage fixes for the next 30 days.
5 min read

Sales Management Series #9: Coaching Is a System, Not a Personality Trait

Sales coaching is a loop of observation, diagnosis, practice, application, and follow-up. Advice changes little; managers improve performance by rehearsing alternatives and checking whether reps use them in buyer conversations.
4 min read

Sales Management Series #8: Territory and Account Coverage: Where Manager Decisions Meet Revenue

Territory strategy identifies where attention should go; frontline managers ensure it gets there. Account coverage prevents neglect, duplication, and dormant potential by aligning rep effort with ownership, capacity, and revenue opportunity.
4 min read

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

A deal review must change the deal, not merely describe it. Managers turn inspection into intervention by identifying a specific problem, assigning a concrete action, and following up on whether behavior or outcomes changed.
4 min read

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

Forecast accuracy depends on manager judgment, not rep optimism or CRM labels. Clear evidence requirements and deal inspection let managers classify risk honestly, intervene early, and protect planning from a pipeline’s hopeful appearance.
4 min read

Sales Management Series #5: Pipeline Quality Beats Pipeline Volume

Pipeline volume means little without stage integrity and buyer evidence. Managers improve results by inspecting qualification, next steps, stakeholders, business cases, and competitive position instead of trusting ratios that disguise weak opportunities.
4 min read

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

Pipeline takes shape before opportunities exist, through account selection, prospecting hypotheses, channels, and expected signals. Protecting creation work matters because inspecting existing deals only reveals decisions made weeks earlier.

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