The Grw Blog

Practical AI & sales guides

Written by operators who've built and run sales teams. Tactics on coaching, pipeline, and deal execution.

August 13, 2026Leadership

The five problems every sales leader inherits (and nobody warns you about)

I got handed a sales team at 20 with no clue how to lead. Here is the map I built: the five areas where sales leadership breaks.

by Alex McNaughten

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August 11, 2026Leadership

Why the average sales leader lasts just 17 months

The average sales leader lasts about 17 months. That says less about the people than the chair itself, a role built to break them.

by Alex McNaughten

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August 5, 2026Sales

How to Reduce Sales Ramp Time: A Practical Guide for 2026

Ramp is not a training problem, it is a repetition problem. Here is how we shorten the gap between a rep's start date and their first predictable quarter.

by Alex McNaughten

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July 28, 2026Sales

How to Improve Win Rate: A Data-Driven Playbook for 2026

Win rate is an outcome of decisions made early in the deal. We look at where win rate is actually decided and what to change once you can see it.

by Alex McNaughten

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July 15, 2026Coaching

Coaching the Middle 60%: What Actually Moves the Number

Your top performers are fine and your bottom performers are a hiring conversation. The number moves when the middle of the team gets one level better.

by Alex McNaughten

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July 2, 2026RevOps

A Clean CRM Without Chasing Reps

Data hygiene programmes fail because they ask reps to do admin for someone else's dashboard. Here is how we get a trustworthy CRM without the nagging.

by Alex McNaughten

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June 18, 2026RevOps

Forecasts That Hold: Building a Number You Can Defend

A forecast is a claim about the future backed by evidence. We break down the process, the evidence, and the review rhythm that keep the number honest.

by Alex McNaughten

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June 4, 2026AI

Governing AI Across a Sales Team

AI in sales is now a governance question as much as a productivity one. Here is the operating model we recommend: approval, visibility, and a clear audit trail.

by Alistair McLeay

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Practical AI & sales guides

The five problems every sales leader inherits (and nobody warns you about)

Why the average sales leader lasts just 17 months

How to Reduce Sales Ramp Time: A Practical Guide for 2026

How to Improve Win Rate: A Data-Driven Playbook for 2026

Coaching the Middle 60%: What Actually Moves the Number

A Clean CRM Without Chasing Reps

Forecasts That Hold: Building a Number You Can Defend

Governing AI Across a Sales Team

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