The The Sales Execution Gap collection
The sales execution gap is the distance between the process a leader designs and the process reps run on a live deal. These posts cover how to measure that gap and close it.
Start with the pillar: The State of Sales Enablement →CRM adoption fails on most teams, and the usual cure (more training, more nagging) makes it worse. Why reps avoid the CRM, what the behavioral science says, and how to drive adoption by design.
ReadYour CRM is one of the best investments you will make. How to capture its full value, cut the waste most teams never see, and protect the biggest line on your revenue budget.
ReadPipeline hygiene usually means a tidy board, current fields, no stale deals. A tidy board can still be fiction. Real hygiene is whether each stage reflects the buyer's actual position, not the rep's hope.
ReadSales accountability is usually delivered as a speech about discipline. It does not work. Accountability is a function of inspection, not willpower, and that makes it a tooling problem, not a character one.
ReadThe sales execution gap is the distance between the process you design and the process reps run. How it is defined, measured, and why it is a known human pattern.
ReadSee it run on your deals.