Category: Leadership

The number was hit and the multiple still came in low. What PE diligence finds inside a sales org, why CROs miss it, and what the gap costs at exit.

The traditional sales org runs on people. The modern one runs on a system. What’s different, what to stop doing, and where to start building.

Active reinforcement tests whether reps remember training. Passive reinforcement builds it into the work so they can’t finish the task without it.

Two reasons a sales team misses: not enough capacity, or not enough capability. How a CRO tells them apart before cutting the number.

Private equity is stuck with unsold companies and expensive debt. The operating playbook skipped the sales org. What’s missing, and what it’s worth.