Insights
What we're thinking about right now.
Perspectives on sales performance, leadership, and the real reasons teams underperform. Written for executives who prefer evidence over enthusiasm. No listicles. Just honest thinking about hard problems.
Coming first
From Geoffrey.
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Sales performanceIn preparation
What is Sales Performance Architecture™?
The discipline FMG defined, in plain terms: why sales performance is designed, not inspired, and what that changes for the leaders who run it.
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Hard truthsIn preparation
The training trap: why skills development alone fades.
Most training investment fades once the session ends. That's not a delivery problem. It's a design problem. Here's why the old model keeps getting funded, and what the evidence says works.
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The M3 Sales System™In preparation
Mindset isn't motivation. It's how your team makes decisions under pressure.
The first pillar of M3 has nothing to do with pep talks. It's about designing the conditions where your people think clearly and decide quickly.
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LeadershipIn preparation
Coaching or correction: the difference that decides whether talent develops.
Most organizations confuse coaching with correction. The difference between the two determines whether talent develops or just manages frustration.
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IndustryIn preparation
Why luxury hotels can't scale service excellence, and what to do about it
Premium hospitality brands invest heavily in guest experience but rarely build the systems that make consistency possible across properties.
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Hard truthsIn preparation
"More calls" isn't a strategy. It's a sign your system is broken.
The call-count culture rewards motion, not outcomes. When your organization measures activity as a proxy for performance, you're measuring the wrong thing.
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Sales performanceIn preparation
Five structural indicators that predict sales inconsistency
A short self-assessment for leaders: five conditions that tell you whether your results are designed or accidental.
What we write about
Five topics we keep coming back to.
Every piece we publish falls into one of these. They reflect the problems we solve and the conversations we have with leaders every week.
Sales performance
Why some environments underperform, and what actually moves the number.
The M3 Sales System™
How Mindset, Mission and Moves apply to the problems you're facing right now.
Leadership
How executive decisions create, or erode, the conditions for performance.
Industry
What we're seeing in hospitality, luxury retail, automotive and financial services.
Hard truths
Assumptions the market accepts, tested against evidence.
Want to apply this thinking to your organization?
These pieces give you the frameworks. The Sales Performance Pulse™ gives you the application: your team, your numbers, your conditions.
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