Blog | Pivotal Advisors https://pivotaladvisors.com/blog/ 2026-06-02T14:59:44Z hourly 1 2000-01-01T12:00+00:00 Performance Management Is a Daily Practice, Not a Yearly Process https://pivotaladvisors.com/2026/06/02/performance-management-daily-practice/?utm_source=rss&utm_medium=rss&utm_campaign=performance-management-daily-practice 2026-06-02T14:59:40Z "I am the decisive element. It is my personal approach that creates the climate. It is my daily mood that makes the weather." — Johann Wolfgang Von Goethe That quote […]

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]]> The AI Advantage - Recording Access https://pivotaladvisors.com/2026/04/10/the-ai-advantage-download/?utm_source=rss&utm_medium=rss&utm_campaign=the-ai-advantage-download 2026-04-10T18:31:55Z Practical Ways Sales Leaders Are Pulling Ahead of the Competition AI is quickly moving from experimentation to competitive advantage. While some companies are using AI for basic tasks like drafting […]

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]]> Sales Managers: Are You Watching the Scoreboard or Coaching the Game? https://pivotaladvisors.com/2026/04/10/sales-managers-are-you-watching-the-scoreboard-or-watching-the-game/?utm_source=rss&utm_medium=rss&utm_campaign=sales-managers-are-you-watching-the-scoreboard-or-watching-the-game 2026-04-10T14:26:59Z Picture a basketball coach sitting in his office during a game, waiting for someone to slide the stats under the door when it's over. He sees the shooting percentage. The […]

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]]> Peak Member Spotlight: Greg Bremhorst https://pivotaladvisors.com/2026/03/25/peak-member-spotlight-greg-bremhorst/?utm_source=rss&utm_medium=rss&utm_campaign=peak-member-spotlight-greg-bremhorst 2026-03-25T12:00:00Z At Pivotal Advisors, we believe the best learning often comes from the people in the room. The Peak Member Spotlight is a monthly feature that highlights leaders in the Peak […]

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]]> Forecasting with Precision: What Great Sales Leaders Do Differently https://pivotaladvisors.com/2026/03/20/forecasting-with-precision/?utm_source=rss&utm_medium=rss&utm_campaign=forecasting-with-precision 2026-03-20T15:21:00Z One of the things I say often in Peak is that a spreadsheet is not a forecast. The spreadsheet holds the numbers. The forecast is the story you tell about […]

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]]> Career Coaching: What to Do When a Salesperson Says “I Want Your Job” https://pivotaladvisors.com/2026/03/13/career-coaching-sales-leaders/?utm_source=rss&utm_medium=rss&utm_campaign=career-coaching-sales-leaders 2026-03-13T16:02:56Z What do you do when a salesperson comes to you and says, “I want your job. I want to be the sales leader.” That’s an interesting problem, isn’t it? In […]

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]]> Skills Coaching: How Sales Leaders Actually Make Their Team Better https://pivotaladvisors.com/2026/03/13/skills-coaching-sales-leaders/?utm_source=rss&utm_medium=rss&utm_campaign=skills-coaching-sales-leaders 2026-03-13T15:42:04Z How much more would your team sell if they were simply better at selling? Better at prospecting.Better at asking discovery questions.Better at presenting value.Better at closing or negotiating. Most sales […]

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]]> Performance Coaching: The Conversation Most Sales Leaders Skip https://pivotaladvisors.com/2026/03/13/performance-coaching-sales-leaders/?utm_source=rss&utm_medium=rss&utm_campaign=performance-coaching-sales-leaders 2026-03-13T15:20:20Z In our previous articles, we introduced the four types of coaching strong sales leaders use: Today, we’re focusing on performance coaching. It’s one of the simplest forms of coaching a […]

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]]> Deal Coaching: Helping Salespeople Win the Right Way https://pivotaladvisors.com/2026/03/13/deal-coaching-sales-leaders/?utm_source=rss&utm_medium=rss&utm_campaign=deal-coaching-sales-leaders 2026-03-13T14:54:27Z In our previous article, we introduced the four types of sales coaching strong leaders use: deal coaching, skills coaching, performance coaching, and career coaching. Today we’re focusing on the first […]

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]]> Are You a Good Sales Coach? https://pivotaladvisors.com/2026/03/13/types-of-sales-coaching/?utm_source=rss&utm_medium=rss&utm_campaign=types-of-sales-coaching 2026-03-13T14:31:54Z I’ve asked that question to hundreds of sales leaders over the years. “Are you a good coach?” Almost everyone says yes. Before you answer that question too quickly, let me […]

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]]> Hiring the Right Salesperson - Part 4: The Questions https://pivotaladvisors.com/2026/02/03/hiring-the-right-salesperson-part-4-the-questions/?utm_source=rss&utm_medium=rss&utm_campaign=hiring-the-right-salesperson-part-4-the-questions 2026-02-03T17:12:39Z In our last post, we focused on the interview process and why sales interviews need to scout for performance rather than reward polished conversation. In this final installment of the […]

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]]> Hiring the Right Salesperson - Part 3: Sales Is a Contact Sport https://pivotaladvisors.com/2026/02/03/hiring-the-right-salesperson-part-3-sales-is-a-contact-sport/?utm_source=rss&utm_medium=rss&utm_campaign=hiring-the-right-salesperson-part-3-sales-is-a-contact-sport 2026-02-03T16:54:36Z Sales is a contact sport. In the last post, we focused on building a disciplined selection process, but even the best process falls apart if the interview itself does not […]

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