I’ve watched this happen in boardrooms for twenty years. The CFO opens a spreadsheet. He divides the revenue target by the number of reps. He adds 20% “because we need stretch goals.” Then he…
Most B2B pipeline failures stem from structural design flaws. Your b2b sales pipeline isn’t broken because reps aren’t working hard. It’s broken because you built a system that leaks revenue at every stage. Nobody…
I’ve watched companies bleed seven figures in margin before they admit they need a deal desk. I’m Ken Lundin, and I’ve seen this pattern dozens of times. Sales reps negotiate one-off terms in Slack…
Most advice on how to build a sales pipeline treats it like a data entry problem. Fill the CRM. Track the touches. Watch the funnel fill up. I’m Ken Lundin, and I’ve watched this…
Most sales onboarding programs optimize for the wrong outcome. I’m Ken Lundin. I’ve watched companies spend six weeks teaching product features. They cover competitive positioning and CRM hygiene. Meanwhile, their new reps sit at…
I’ve seen it in every CRM I audit. I’m Ken Lundin, and I’ve walked through hundreds of pipelines. The pattern never changes. Half the deals sitting in your forecast are already dead. They’re zombie…
Three out of four sales hires will either miss quota or quit before they hit 18 months. That’s not a hot take. That’s the sales hiring success rate I’ve watched play out across hundreds…
The “3-5x pipeline coverage ratio” is the most repeated sales metric. It’s also the least useful. I’ve analyzed pipeline data from 847 B2B sales teams over six years. The truth is simpler: optimal coverage…
Most sales hiring is a crapshoot. You post a job. You interview candidates who all say the right things. You pick the one with the best resume. Then you hope they work out. Industry-wide…
You’re about to hire a sales rep. You’ve got four assessment tools on your desk. They are Predictive Index, Kolbe, OMG, and a custom framework. Industry-wide sales hiring success rate is 23% — meaning…