Search

I came back to work this July after more than a year of parental leave. I expected to feel behind on Slack threads. I did not expect to feel behind on my own job title. While I was gone, someone drafted my new job description. I opened it, and my stomach dropped. Not from the ...

The sales manager’s job is expanding from managing reps to orchestrating a mixed team of reps and AI agents. The orchestrator role has four responsibilities: allocate work between agents and people, set guardrails so agents act only with approval, inspect agent output the way you inspect rep work, and coach reps on the judgment work ...

AI tools now give sellers back an average of 4.8 hours a week, according to Gartner. Yet 72% of sales organizations fail to reinvest that saved time into high-value selling. Winning back the selling day takes two moves, not one: use AI to clear the four biggest time sinks (research, data entry, drafting, meeting prep), ...

Sales forecasting comes down to five steps: define your sales process and forecast period, gather your historical deal data, choose a forecasting method that fits your data, build the number, and review it against reality on a fixed cadence. The method you choose matters less than most teams think. The discipline of the five steps ...

To improve CRM adoption among sales reps, make the CRM give more than it takes: cut manual data entry to minutes a day, configure the pipeline around how deals actually move, run every forecast and pipeline review from inside the CRM, train reps inside their live deals instead of a sandbox, measure usage weekly for ...

The difference between AI agents vs assistants comes down to how much they do on their own. An AI assistant helps you do a task faster when you ask, like drafting an email or summarizing a call. An AI agent takes multi-step action toward a goal on its own, like researching an account, preparing a ...

To organize sales documents so deals move faster, keep every file in one place tied to the deal, use standard names and templates, control versions and access, and build e-signature into the workflow. The goal is simple: anyone on the team can find the right, current document in seconds, so nothing stalls at the proposal ...

To manage sales opportunities well, run every deal through the same repeatable process: move it through clear stages, qualify hard before you invest time, set a specific next step and close date, keep the record current, and review the pipeline on a set cadence. Good opportunity management is a process, not a gut feeling. It ...