Insights

Practical Thinking on Leadership, Sales, and Change

Short, practical pieces that you can use with your teams.

Leadership●March 2026

Why Your Best Performers Make the Worst First-Time Leaders

The skills that made them great individual contributors are rarely the ones they need to lead. Here's what to do about it.

Sales Execution●March 2026

The Three Pipeline Disciplines That Predict Revenue

Forget activity metrics. Predictable revenue comes from how your team manages opportunities, territories, and key accounts.

Change●February 2026

Accountability Without Micromanagement: A Leader's Guide

Setting clear expectations and creating ownership doesn't require watching every move. It requires a different kind of conversation.

Leadership●February 2026

The Coaching Conversation Most Leaders Skip

Most leaders default to telling instead of asking. The shift from directing to coaching is one of the hardest — and most impactful — transitions a leader can make.

Sales Execution●January 2026

Territory Management Is Not Account Management

Too many sales teams confuse the two. Territory management is about strategic coverage and prioritisation; account management is about depth and relationships.

Change●January 2026

Why Change Programs Fail in the First 90 Days

The first 90 days of any change initiative set the tone for everything that follows. Most programs lose momentum before they ever build it.