/writing
Writing
Sales execution, structure, and who owns the number.
Short pieces on what actually moves a field sales organization, written from having run one rather than having read about it.
01
The machine beats the closer
Why the best rep in the building is a liability until the process can survive his leaving.
02
What a comp plan actually has to do
Six plans across five departments, and the one thing every working plan has in common.
03
The real cost of a rep who doesn't survive ninety days
Cost per hire is the number people quote. Cost per rep still standing is the number that matters.
04
Training isn't the fix for a field development problem
A hundred and eleven people graduated. Eighteen are still here. The classroom was never the issue.