Deals, size, win rate, and cycle. Easy to say. Hard to master. The problem with results-only thinking Most sales teams are managed through results; revenue, growth, margin.But results are a consequence, not a cause. You can celebrate hitting target this quarter… and still be heading toward a wall.Because results show you the past. Velocity shows you theContinue reading “Why Sales Velocity Should Replace Sales Results as Your North Star”
Tag Archives: Sales performance
The Value of Choosing Customers in Modern Commerce
There was a time when the word commerce meant something entirely different from what it does today. In ancient civilizations — from the Phoenicians to the Silk Road merchants — commerce was not about selling. It was about connecting.Merchants were not transaction-makers. They were peace-makers. They travelled between cities, languages, and belief systems, carrying goods, ideas, and stories.They tookContinue reading “The Value of Choosing Customers in Modern Commerce”
The Unfair Advantage of Subtraction | Ezo Consulting
We often fix problems by adding: new tools, new reports, new processes. But every addition adds weight.
What if the real performance boost comes from subtraction?
Discover how simplifying your commercial system can increase your Sales Velocity — and help your team travel lighter.
When Profit and People Finally Shook Hands
“Some days I feel like we’re running faster just to stand still,” Marc sighed as the espresso machine hissed in the corner of his boardroom.“Revenue’s up. Margins? Not so much.” If you lead a B2B company, you’ve probably felt that same tension.You grow, hire more salespeople, win bigger logos—yet the bottom line refuses to follow.MoreContinue reading “When Profit and People Finally Shook Hands”
Old-School Sales Reps? Here’s Why That Might Be Your Superpower
I recently spoke with a business owner eager to boost her company’s commercial performance. When I asked about her plan, she said something that caught my attention: “I have old salespeople. I need to change their methods.” Curious, I asked what those methods were. She didn’t know. I asked what they were good at. Again,Continue reading “Old-School Sales Reps? Here’s Why That Might Be Your Superpower”
Balancing Client Quantity and Revenue Quality in Business
This week, I had a fascinating discussion with a business owner about the size of a business and the balance between client quantity and revenue quality. The question was simple yet profound: Is it better to generate €2M with 18 clients, or €1.8M with just 10 clients? The answer, as with most things in business,Continue reading “Balancing Client Quantity and Revenue Quality in Business”
Why Do We Only Build Sales Teams with Salespeople?
Reading Yes to the Mess by Frank J. Barrett sparked an intriguing thought: Would you build a football team with only defenders? Or a jazz band with only saxophonists? Of course not—it would be absurd. Even in business, you wouldn’t construct a finance team entirely from accountants. So, why do sales teams consist solely ofContinue reading “Why Do We Only Build Sales Teams with Salespeople?”
Sales Optimization vs Sales Maximization
Recently, I have come across a blog post of Seth Godin where he shares his insights about Maximization and Optimization. It provoked a thought process and the question popped up almost instantly… How would that apply to sales ? Here it is… 1. Maximization of Sales: A maximization mindset in sales focuses on drivingContinue reading “Sales Optimization vs Sales Maximization”
Sales Performance vs. Sales Results
What if I tell you that your sales performance is not the same as your sales results? Every time I share this thought with a sales leader, I am often met with disbelief. Eyes wide open, they firmly disagree. However, let me explain. Sales is a performance-driven profession, much like sports. You canContinue reading “Sales Performance vs. Sales Results”
Growth vs Profitability
Profitable growth isn’t confined to financial lingo like “margin” or “costs.” It’s an expansive concept that extends beyond monetary metrics. Its roots dig deep into areas often overlooked: the mindset we cultivate, the selectivity in our strategic decisions, and our commitment to continued learning. The essence of profitable growth lies in organizational disciplineContinue reading “Growth vs Profitability”
Learning for Performance 