Sales Wellness Weekly
Real Insights. Real Results. Every Wednesday
Each week, The Sales Doctor explores the challenges and opportunities sales leaders face, from managing teams and motivating people to improving process, performance, and profitability.
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Explore Past Issues
Catch up on previous editions — from prospecting tips and coaching frameworks to negotiation tactics and leadership lessons.
Who Really Closed That Deal? Understanding Sales Attribution
As a sales leader, you are constantly assessing performance—of people, processes, strategies, and numbers. You track your team’s pipeline, monitor conversion rates, and tweak messaging based on results. But there’s one area that often remains murky even in otherwise well-oiled sales organisations: sales attribution. Sales attribution is the process of
Are You Fishing in the Right Pond? How to Pick the Right Channels
I think most people in sales would agree that generating high-quality leads is more complex, and more critical, than ever. The explosion of digital channels, the rise of buyer self-education, and the growing importance of data have all shifted how companies attract and convert new business. For sales leaders, this
Train to Retain: How Sales Coaching Fuels Results
Imagine a professional athlete training once during pre-season and never again. It sounds ridiculous, doesn’t it? Yet this is exactly how many sales teams are treated: onboarded, perhaps given a one-time sales playbook, and then left to their own devices indefinitely. In a competitive, ever-changing market, that simply isn’t good
Target Better, Close Faster: The Ideal Customer Profile
“Getting to the ideal customer is getting harder and harder” is a common frustration I encounter every week in conversation with sales leaders across industries. Markets are noisier, buyer behaviours are shifting, and the tools we use to identify opportunities are smarter—but also more complex. Yet when I dig deeper
Stop Lying to Yourself About Your USP
We’re constantly told to define our USP—our Unique Selling Point—as if it’s a silver bullet for differentiation and success. But most sales leaders, if they’re honest, know that standing out in saturated markets isn’t as simple as tweaking your value prop or showcasing a quirky feature. Sales teams lean hard
Is Your Sales Org Still Fit for Purpose?
Running a successful sales organisation isn’t a one-time setup — it’s a continuous process of adjustment, refinement, and renewal. Market dynamics change, buyer behaviour evolves, and team members come and go. And yet, too many sales organisations rarely carry out a sales organisation review. Instead they operate as if the
From Metrics to Momentum
Let’s be clear: KPIs are essential. But many sales teams fall into a trap where tracking becomes the end goal rather than a means to improvement. You’ve likely seen this happen—weekly dashboards full of colourful graphs, win rates neatly plotted, call volumes tallied—but with no discernible change in behaviour, strategy,
Communicating Value: How to Support Price Increases
Price adjustments are an inevitable part of sustaining and growing a business. For many sales leaders, the notion of raising prices, especially during annual contract renewals or for ongoing monthly plans, can be daunting. However, understanding the necessity behind these adjustments is the first step towards successfully communicating price increases
Measuring Client Performance: A Strategic Imperative
While sales teams often focus on tracking internal metrics like pipeline health, conversion rates, and quota attainment, an equally crucial dimension frequently goes overlooked: measuring client performance. For sales leaders aiming to drive long-term sustainable growth, understanding how clients perform post-sale is not just an exercise in data collection; it’s