...
How Sales Teams Game Manual Reporting (And How to Stop It)
Most sales leaders don’t like admitting this, but it’s true: Manual sales reporting is routinely gamed. Not always maliciously.Not always intentio...
The Shift From Tracking Sales to Predicting Outcomes
Most sales organisations believe they are data-driven. They track activities. They review reports. They monitor pipelines. Yet when targets are missed...
How Sales Leaders Spot Territory Risk Before Forecasts Start Failing
Sales forecasts rarely fail because teams don’t plan. They fail because territory risk stays invisible for too long. On paper, pipelines look health...
The Early Warning Signs Your Sales Pipeline Is About to Slip
Sales pipelines don’t collapse without warning. They slip quietly — deal by deal, territory by territory — while dashboards still look reassurin...
Sales Forecasting With Spreadsheets vs Live Territory Data: What Breaks First
Sales Forecasting With Spreadsheets vs Live Territory Data: What Breaks First Sales forecasts rarely fail because leaders don’t understand numbers. ...
How Top Sales Managers Enforce Accountability Without Chasing
Every sales manager knows the frustration. Following up for reports. Asking whether visits actually happened. Chasing updates before reviews. Question...
When Field Sales Routes Decide Your Revenue More Than Your Pitch
Most sales teams believe revenue is driven by pitch quality, pricing, and negotiation. In field sales, that’s only half the story. The other half is...
The Moment Sales Tracking Stops Being a Manager’s Job
There comes a point in every growing sales organisation when something subtle but dangerous happens. Sales tracking quietly becomes the manager’s re...
The Spreadsheet Trap: How Growing Sales Teams Lose Visibility
Spreadsheets don’t collapse overnight. They slowly lose relevance as sales teams grow, territories expand, and decision-making becomes more time-sen...
Excel Didn’t Fail You — Your Sales Process Outgrew It
For a long time, Excel probably worked just fine. When your sales team was small, deals were manageable, and managers could personally verify what was...