Where communication is actually judged — and why the responsibility to adjust sits with the leader, not the listener.

The Ladder Problem: If AI Replaces the Bottom Rung, What Happens Next?

Most leaders plan for the beginning. Very few plan for the end.

Job experience is one of the weakest predictors of future performance. Here's what to look for instead.

Hiring is the first system in your culture. Most leaders treat it like an emergency.

Why demanding accountability without building responsibility and ownership first is a losing strategy.

I try to write these newsletters in real time based on conversations I'm having, patterns I'm seeing in clients, things that keep repeating until I can't ignore them. It isn't the most efficient way t...

I recently had the pleasure of being a guest on the next + future podcast with Joel and Matt . One of the questions they asked me has stayed with me since.

Every February, LinkedIn fills up with two very different stories. People delighted to be starting new roles. And others quietly navigating a tough job market. Both are real. And both got me thinki...

I try to write these newsletters in real time, based on conversations I’m having, things I’m seeing in clients, and the quiet patterns that keep repeating. It isn’t the most efficient way of doing it,...

January is always an interesting time to be a sales leader. Sales Kick-Offs are happening everywhere.

Happy New Year – even if it feels a little late to be saying it. January has been full-on.

I remember a sales leader saying that to me in a moment of real frustration: “The trouble is… there’s just no accountability.” He’d spent a US holiday weekend on the phone with his AVP trying to land ...

I'm thinking of launching a new monthly webinar series for Sales Leaders – but I’d love your input. I’m planning to run a free 45-minute live webinar at the start of January, as a companion to my boo...

It’s early December, which means my feed is full of “Top Sales Challenges for 2026”. Most of them say similar things: economic pressure and cautious buyers AI reshaping the way customers research and ...

Last week we explored why standards beat expectations, and why clarity beats corporate speak. This week, we move to another pillar of the Vision, Clarity & Culture system.

The great American philosopher, Homer Simpson, once decreed that alcohol is the cause of, and solution to, all of life’s problems. Tempting as that sounds, I think he’s wrong.

If culture really eats strategy for breakfast, why do so few leaders spend time feeding it? Most can tell you their strategy, KPIs, and quarterly goals, but struggle to describe what their culture fe...

Some of you won’t agree with this. And that’s exactly why I’m writing it.

It’s the 80th minute, you’re one–nil down. You need at least a point to save your season.

Welcome to the very first edition of The Sales Leader’s Coach. Every Sunday evening, I’ll share one idea to sharpen your leadership for the week ahead.

This report explores the impact of good management and consequences of bad management. It's time for managers to take responsibility and take action.

In today’s volatile environment, leaders face high‑stakes decisions amid economic shocks, ethical dilemmas, and public scrutiny. Strong leadership requires more than expertise—it demands everyday cour...