Sales is a contact sport. In the last post, we focused on building a disciplined selection process, but even the best process falls apart if the interview itself does not reveal how a candidate actually performs. In sales hiring, the interview process should function the same way, not as a conversation, but as a way […]

SaveIn my last post, I discussed the importance of identifying the type of seller who will succeed with your products or services. Once you have that clarity, the next step is the selection process. This is where many hiring efforts fail. One very smart manager I worked with once said, “It never ceases to amaze […]

Why Hiring Salespeople Is Harder Than It Looks Throughout the year, many sales leaders are working hard to fill open positions. The objective is pretty straightforward. Improve coverage. Drive growth. But as most of us have learned the hard way, finding those diamonds in the rough isn’t nearly as easy as it sounds. A lot […]

Over the past month, I have been talking with sales leaders across the Peak community about time management for leaders. Many shared that they feel overwhelmed by competing priorities and pulled into constant urgency. They are talented, experienced professionals, yet their days often feel out of their control. This is not a failure of discipline. […]

IIf you want to grow your sales team with intention, you need to know your numbers in sales. Many leaders track revenue and gross profit, but those numbers only show what already happened. Real progress comes from understanding the metrics that predict what will happen next. At Pivotal Advisors, we work with organizations across Minnesota […]

Sales planning season always brings a mix of excitement and tension. It is the moment when leaders bring forward the plan that sets the tone for the year ahead. I see many leaders treat it like an obligation or a math exercise, but it is so much more than that. It is the most important […]

Every leader faces moments of pressure when the next move feels uncertain. But when those moments are processed with peers, pressure turns into perspective — and perspective into progress. There’s incredible power in bringing together growth-minded leaders to share insights, best practices, and solve real-world problems. One of my favorite parts of leading the Pivotal […]

“A big risk in sales leadership isn’t making a wrong move, it’s standing still when your structure is already signaling it’s time for change.” I love leading the Pivotal Peak Alliance Sales Leader Peer Community. It gives me the chance to connect with growth-minded sales leaders. While I get to share what “good looks like” […]

Strong sales leaders stay curious, adaptable, and informed. They continually expand their knowledge about the industry, their team, and their own leadership style. In today’s fast-moving environment, staying current is not optional. It is essential for making better decisions, building stronger teams, and shaping smarter strategies. Get Outside Your Bubble Great leaders seek perspectives beyond […]

High-performing sales teams don’t depend on luck. They have systems to capture what works and make it accessible to everyone. When best practices are part of the culture, the benefits are wide-reaching. Wins turn into momentum. New hires ramp faster. Struggling reps get clear examples to follow. The team adapts more easily to market changes […]

Coaching is one of the most important jobs a sales leader has. It’s not something you squeeze in between calls or tack onto the end of a meeting. It’s a deliberate, ongoing investment in your people. When leaders coach consistently, they build trust and sharpen skills. They help their teams navigate change and keep performance […]

Strong sales leaders don’t spend every day chasing problems. They set the pace for their team and focus on the work that builds long-term success. While others scramble to meet urgent demands, proactive leaders create space to think, plan, and act on the things that matter most. Proactive leadership starts with controlling your time instead […]