The best sales managers used to run every deal review like a discovery call. They inspected early, bored in on vague answers, and never let a rep get away with a guess. Colum Lundt explains why that skill went missing, why forecast accuracy depends on it, and the four steps to bring it back: inspect early, diagnose the gap, prescribe the fix, and follow up.

Most sales managers recruit only when someone quits. By then, the damage is already done. Empty benches create missed quotas, rushed hiring, weak onboarding, and declining team performance. The best sales leaders build recruiting pipelines the same way elite reps build sales pipeline; consistently, proactively, and long before urgency hits. This article explores the direct connection between recruiting, retention, and revenue, and why top-performing sales organizations treat talent acquisition as a frontline management discipline, not an HR event.

Most sales teams believe they’re executing their methodology correctly. The CRM is clean, the boxes are checked, and deals are marked “qualified.” Yet the number still gets missed. The problem is not activity; it is depth. In this piece, we break down the “Iceberg Problem” in sales, why surface-level questions create false confidence, and how leaders can drive deeper discovery, stronger coaching, and more predictable pipeline performance.

Why Top Sales Leaders Prioritize Quality Over Quantity Every CRO has heard it a thousand …
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For many sales leaders, a Performance Improvement Plan (PIP) is the final warning before a …
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Most sales teams want to win. But too many rely on gut instinct, believing that …
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Ask any CRO where pipeline comes from, and you’ll hear the same answers: outbound prospecting, …
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