RBC Pro
11 February 2025
Ten imaginary constraints that hold sales back
Sometimes what blocks sales is neither product quality nor undertrained salespeople, but stereotypes and the belief that the business is not ready.
Read →Writing
Published in business media
On sales, management and the decisions leaders face
RBC Pro
4 December 2024
A high base and a shrinking commission. Why sales departments fail to earn
What stops a sales department from making money. Before firing the sales team, assess the state of the company — seven questions to start with.
Read →Upravlenie Sbytom (“Sales Management”) journal, Russia, 2024, issue 11
17 November 2024
How to increase the return on a sales department
Ten mistakes managers make when setting KPIs, and other practical conclusions.
Read →Generalny Direktor (“General Director”) magazine, Russia
7 November 2024
Why executives burn out and how to deal with it
Expert commentary for a feature on burnout among company leaders.
Read →