Free field guide for sales leaders
Your forecast is built on behaviors. Most leaders only inspect the results.
Managing the Behaviors is a short field guide for sales leaders. Ten chapters, twenty behaviors, and one number you can check every week for each of them.
- Why buyers arrive informed and buy in groups, and what that changes about how you coach
- Twenty behaviors, each with one number to watch and a question for your next one on one
- Where the evidence already lives: your calendar, your call recordings and your CRM
- A one page scorecard you can run with your team this week
Get the field guide
It opens right away as a PDF.
A preview from the introduction
Results are the one thing nobody can change today.
A closed deal or a missed quarter is an output. The behaviors that produced it happened weeks earlier, and they were visible if anyone was looking.
5 to 16people in a B2B buying groupGartner, 632 buyers, 2025
74%of buying groups showed unhealthy conflict during the decisionGartner, 2025
28%of the week sellers spend actually sellingSalesforce, State of Sales, 2022
Figures from the introduction. Every source is listed at the end of the guide.
What is inside
Ten chapters, two behaviors each
- Steady under pressure
- Listen before you tell
- Learn at the speed of the market
- Know the problem better than the buyer
- Protect selling time
- Earn trust, then multithread
- Sell value before price
- Follow up with substance
- Keep the pipeline honest
- Manage the behaviors weekly
If one of those numbers looks off on your own team, would you be opposed to fifteen minutes on what it means for your forecast?
General information, not legal, tax or accounting advice. Your own contracts, policies and sales process come first.