Articles on B2B Sales

What top-selling professionals do differently from their average peers, backed by research and 33 years of experience.

• Most of Your Reps Are Underperforming: Should You Increase, Maintain, or Decrease Sales Headcount?

  December 21, 2025. If more than half of your reps are below quota, reduce sales headcount for now. This article explains how low attainment erodes morale, urgency, and skills, why cost of sales rises, and what to fix before you scale the team again.

• Most of Your Reps Are Underperforming: Do You Need a Fundamental Change in Perspective?

  December 14, 2025. If more than half of your reps are below quota, look at your sales process from the buyer’s side. This article traces how CRM-era funnels drifted away from how buyers decide, and why organizing around the Buyer’s Journey lets you engage earlier and face less price pressure.

• Most of Your Reps Are Underperforming: Does Your Go-to-Market Messaging Need a Refresh?

  December 7, 2025. When quota attainment falls below 50%, your go-to-market messaging has almost certainly gone stale. This article gives a step-by-step exercise for finding out which of your strengths buyers actually see as differentiators, and how you compare with your top competitors.

• Most of Your Reps Are Underperforming: Did You Mis-set Quotas?

  November 30, 2025. If fewer than half of your sales reps reach quota, the quotas themselves are the first thing to check. This article shows how to rebuild quotas from territory data, base CRM stages on the Buyer’s Journey, and design compensation so at least 70% of reps can succeed.