David KirkinMoveTheMiddleSALES ENABLEMENT — 10 Key MetricsSales Enablement is a hot topic. Indeed, it may be the panacea for all your sales problems.1 min read·Mar 9, 2018----
David KirkinMoveTheMiddleThe 7 Traits of Highly Effective First-line Sales ManagersI spent sometime with a bunch of sales leaders recently talking about the performance of their reps and agents.1 min read·Oct 25, 2017----
David KirkinMoveTheMiddleWhy do 80% of organisations regularly miss their sales forecast?Largely due to quality of pipe issues.1 min read·Sep 18, 2017----
David KirkinMoveTheMiddleA Clean Pipeline = More RevenueI was with a group of global sales ops folks this week and they have drawn a line in the sand. Its time to take the guess-work and gut-feel…1 min read·Sep 14, 2017----
David KirkinMoveTheMiddle3 Tips to Hit Your Forecast.As a sales leader, have you ever experienced that horrible feeling of missing your number?1 min read·Sep 8, 2017----
David KirkinMoveTheMiddleSales Manager — do they lead by example?Here is an interesting quote from a senior sales leader I met this week2 min read·Aug 25, 2017----
David KirkinMoveTheMiddle3 Tips to Accelerate your Sales PerformanceTop sales organisation do these three things consistently1 min read·Jul 31, 2017----
David KirkinMoveTheMiddleGuided Selling is NOT TELLINGWe don’t need to be patted on the back every time we do our job properly; sometimes we just need a reminder of what ‘good’ looks like.2 min read·Mar 28, 2017----
David KirkinMoveTheMiddleExterminate the SalesmanLet’s start by calling out some ground here.2 min read·Feb 24, 2017----
David KirkinMoveTheMiddleIt’s a shame (shame) the way you play with my emotionsGeorgia Thomas calls out that keeping people engaged at work is a strong factor in keeping your star performers. And, its even harder to…3 min read·Feb 12, 2017----