Why Sales Coaching Needs a New Playbook
High‑performing teams recognize that coaching should be focused where it can deliver the greatest performance lift. The goal is not to coach more, but to coach with intent.
AI Still Needs HI (Human Intelligence)
A recent study showed that generative AI, when serving as a consultative tool for entrepreneurs, can boost performance, but only when the entrepreneur uses his or her own judgment to distinguish good AI advice from bad.
AI Won’t Fix a Broken Sales Engine
AI can help sales organizations move faster. But speed only matters if it moves the right system. The real opportunity is not to add AI to every step of the sales process. It's to redesign the sales engine so AI improves capacity, decision quality and growth.
Why Winning Sales Teams Are Letting Buyers Take Control
The best sales organizations are not asking how to get sellers involved earlier. They are asking how to make seller intervention more precise.
AI Sales Success Depends on Partnership, Not Tool Adoption
AI rollout cannot be treated as a tool adoption exercise. It must be treated as a behavior change effort. The question is not, “Do sellers have access?” The question is, “Do sellers know when to use AI, how to guide it and how to validate the output?”
AI Won’t Fix Seller Productivity Until We Fix Timing
Sales organizations don’t have a training problem. They have a timing problem. The gap between pre-call needs and post-call support is where performance breaks.
AI, Human Intelligence and Your Sales Strategy
The most effective incentive programs lean into technology and emerging research in motivation to reinforce focus, shape behavior and sustain momentum. AI is providing unique, new opportunities to understand what’s working and what’s not.
The Sales KPI Problem Has Nothing to Do with KPIs
The CSOs who outperform in 2027 won’t have better dashboards. They'll have rewired comp, quota and territory to respond to performance signals in real time.
The #1 Reason Sellers Don’t Perform Under Pressure
The organizations that win the next era of sales will prepare sellers differently. They’ll help reps understand the buyer’s pressure before the conversation begins. The goal isn’t more repetition. The goal is better default behavior under pressure.
AI Delivers Revenue Results: 77% of Leaders Report Growth
Perhaps the greatest impact AI has on revenue teams is increased productivity. However, many don’t take the time saved and apply it to things that could earn their company more revenue.
