Erik Thorén

Sales results rarely fail because of effort. They fail because the sales management ecosystem  is out of balance. Many companies optimize parts  of sales in isolation: A new sales strategy A CRM rollout A compensation tweak A leadership initiative Each effort is logical. But sales performance is not created in silos — it emerges from how strategy, structure, culture, and metrics interact . That’s why auditing your sales management ecosystem  is one of the most powerful (and underused)...

Many organizations talk about sales excellence . Fewer talk about sales management —even though one cannot exist without the other. So let’s be clear about the difference. Sales excellence  describes what great looks like : consistent performance, strong customer outcomes, high win rates, healthy margins, and professional execution across the sales cycle. It is a state . An outcome. A benchmark. Sales management , on the other hand, describes how that state is created : the leadership system...

Most conversations don’t fail because people lack answers . They fail because we don’t listen long enough to find the real problem . In coaching there are three things which could change your coaching Active listening + empathy + great questions. But here’s the twist: research suggests that being a “good listener” isn’t about being quiet—it’s a two-way dialogue . The best listeners ask questions that help the other person think, clarify, and go deeper (listeners should act as “trampolines,”...