News & Insight
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Practical thinking on pipeline, conversion, retention and commercial structure, written for leadership teams in B2B organisations operating in complex commercial environments, including PE-backed and enterprise businesses.
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Sales Effectiveness Assessment: What to Measure and How to Act on the Results
Most leadership teams that commission a sales effectiveness assessment are looking for the wrong thing. They want to know why the sales team isn’t closing enough deals. What they usually find, when they look properly, is that the problem isn’t in the sales team at all — it’s in the handoffs, the misaligned incentives, and the gaps between functions that nobody owns. A genuine assessment doesn’t grade your salespeople. It maps your commercial system and finds where value is leaking out of it.
Sales effectiveness
July 22, 2026
Sales Effectiveness Assessment: What to Measure and How to Act on the Results
Most leadership teams that commission a sales effectiveness assessment are looking for the wrong thing. They want to know why the sales team isn’t closing enough deals. What they usually find, when they look properly, is that the problem isn’t in the sales team at all — it’s in the handoffs, the misaligned incentives, and the gaps between functions that nobody owns. A genuine assessment doesn’t grade your salespeople. It maps your commercial system and finds where value is leaking out of it.
Julio test
July 22, 2026
Test post from Julio - safe to delete
This is a test article published by Julio to confirm the new Blogs section works end to end. It will be removed before launch.
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Practical thinking on pipeline, conversion and commercial structure from the Sales Engine team.