by Daniel | Nov 24, 2025 | Insights
In leadership circles commercial strategy often receives the most attention; however, it is execution that determines whether any of it matters. Nowhere is this clearer than in markets that rely on distributors. They are the final extension of the commercial...
by Daniel | Jul 21, 2025 | Insights
When Enablement Is the Funnel: Aligning Learner Journeys with Commercial Outcomes Built with intent, capability programs can achieve far more than just upskilling.Take AWS’s APCR program — a model designed with the end in mind from the beginning. From initial outreach...
by Daniel | Jun 3, 2025 | Insights
At Sales Capability Forensics, we begin with a simple principle: sales is a capability, not just a role. But if that’s true, why is sales still treated as non-transferable?While Finance, HR, or IT professionals frequently move between industries, Sales professionals...
by Daniel | Aug 6, 2024 | Insights
For many years, digital sales tools were seen by front line sales as more trouble than they were worth, especially in the consumer-packaged goods (CPG) sector. Early devices, like PDAs, were cumbersome, with clunky data entry, poor battery life, and connectivity...
by Daniel | Jul 17, 2024 | Insights
In the world of sales, it’s often said that “what gets measured, gets managed.” Incentives, bonuses, and performance reviews are powerful tools for driving behavior, but misaligning these levers can have devastating effects on your sales line. Not...
by Daniel | Jul 16, 2024 | Insights
In the realm of sales, understanding the “what” is straightforward—you know what your sales team does. However, many sales leaders struggle to articulate the “how.” Often, these leaders come from distant areas within the business, away from the...
