Ideas
A collection of observations, frameworks and practical thinking about modern revenue organisations, enablement, AI and execution.
Who coaches the coach in a world of AI?
AI can already run most of a coaching conversation. What it can't do is the one thing coaching was actually for, and that gap tells you a lot about what to automate and what to protect.
The doorman fallacy, herd mentality, and why most AI adoption doesn't stick
Most organisations aren't failing at AI because the technology doesn't work. They're failing because they're copying what everyone else is doing, to a structure nobody has actually redesigned.
What actually predicts revenue performance
Pipeline coverage and activity volume are the metrics everyone tracks. They're also weak predictors on their own. A few less obvious signals tend to matter more.
Strategy is not execution: a working definition
A definition worth being precise about, because the two words get used interchangeably right up until a plan fails to survive contact with a quarter.
AI won't replace judgement: it will expose the lack of it
When AI takes over the mechanical parts of a job, what's left is judgement. Most organisations haven't built a way to develop that; they've only built a way to test for it after the fact.
Why enablement keeps failing to change behaviour
Most enablement effort is spent on content and training completion, not on the moment where a rep actually decides what to do next. That's the gap worth closing.