Surviving Sales Leadership

You Can't Motivate Your Sales Team. Here's What Works

You cannot motivate an unmotivated sales rep, because motivation is self-generated.  What a leader can do is work out what "unmotivated" is actually hiding.  A rep who

Why Sales Leaders Keep Making Bad Hires (And How to Stop)

Most sales leaders hire on gut feel. Gut feel only predicts top performers 20% of the time — and the cost of a mis-hire goes far beyond a wasted salary. It drains coachin

AI in Sales Leadership: Where the Hell Do I Start?

Most sales leaders know AI is changing how teams sell. The ones falling behind aren't short on ambition - they're short on a starting point. Research shows sales reps spe

How Sales Leaders Are Using LinkedIn to Build Their Own SQL Machine

Most sales leaders treat LinkedIn as a brand exercise. Post a few times a week, get some likes from colleagues, move on. But the reps who are actually self-sourcing pipel

The Questions You're Not Asking That Kill a Forecast in 5 Minutes

Most sales leaders have sat across from a rep who's fully convinced a deal is closing.  Champion engaged.  Proposal out.  Close date locked. And they're wrong. Richard S

We Analysed 5117 Sales Coaching Calls - Here's Why Your Deals Are Stalling

Want to be a great coach for your team and drive results in the time you DO have for coaching? Download the Modern Revenue Leader's Sales Coaching Manual --- About this

The Comp Plan Mistakes That Push Good Reps Out

Simple comp plans are easy to explain. Bad comp plans are easy to regret. This episode gets into the real damage sales leaders create when compensation becomes unclear,

How To Build a High Performing Sales Team In The Chaos of SaaS

Everything feels like it’s moving—and nothing feels stable. You’re expected to build a high-performing team while the ground keeps shifting beneath you. Want to be a gr

What Top Sales Leaders Do Differently

Many sales managers focus on pipeline, activity, and numbers. Top sales leaders focus on developing people. Want to be a great coach for your team and drive results in

Why Your Deals Aren’t Closing: The Gaps Reps Won’t Tell You (Until You Coach Differently)

If deals keep stalling and the story is always “they’ve gone quiet,” the real issue usually showed up much earlier — and it often isn’t being said clearly in coaching. P

The Sales Coaching Disconnect No One Wants to Admit

Sales leaders believe they’re coaching more than ever. Sales reps are saying the opposite. Download The State of Sales Coaching in 2026 Report here In this episode, To

Surviving Sales Leadership - Trailer

Sales leaders! Want to build strong teams without burning out in the process? Introducing Surviving Sales Leadership, where each episode is a practical conversation with