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Make your next sales one-on-one a useful coaching conversation.This episode of The Selling Point walks through a practic...
10/15/2026

Make your next sales one-on-one a useful coaching conversation.

This episode of The Selling Point walks through a practical 30-minute agenda covering priorities, previous commitments, performance, focused coaching, practice, and next actions.

Anthony Nicks explains how to understand the cause of a performance gap and work on a specific selling behavior. He also shares a buyer-conversation example you can use to think through your own coaching approach.

Listen to the episode and choose one idea to use at your next meeting.

What should a salesperson be better prepared to do after a one-on-one meeting?In this episode of The Selling Point, Anthony Nicks shares a practical 30-minute agenda that helps business owners and sales leaders turn performance gaps into focused c...

Your sales forecast came in below target. Now what?Start with the actions that could improve the result and not an adjus...
10/14/2026

Your sales forecast came in below target. Now what?

Start with the actions that could improve the result and not an adjustment that makes the forecast look better.

Which customer approvals are still outstanding? What supports the expected order dates? Which opportunities need help? What happens if a major decision moves into next quarter?

Our latest article, “Sales Forecast Accuracy: How to Build a Forecast You Can Trust,” provides five practical steps for building a bookings forecast with clear assumptions, realistic scenarios, and a weekly review process.

You will also find a forecast-readiness checklist and an illustrative table showing downside, base-case, and upside outcomes.

Keep working toward the target. Change the forecast when the evidence changes.

Read the full article: https://transformativesalessystems.com/blogs/sales-forecast-accuracy-2/

Improve sales forecast accuracy with buyer evidence, realistic scenarios, and weekly reviews. Build a bookings forecast your business can trust.

https://www.buzzsprout.com/2562004/episodes/19638510
10/13/2026

https://www.buzzsprout.com/2562004/episodes/19638510

Welcome to Season 3 of The Selling Point Podcast.In this opening episode, Anthony Nicks explains what the season will cover, why these conversations matter, and what listeners should expect from the episodes ahead.The topics will range from sales ...

Clear expectations make sales accountability easier to put into practice.In Sales Accountability Without Micromanagement...
10/07/2026

Clear expectations make sales accountability easier to put into practice.

In Sales Accountability Without Micromanagement, The Selling Point Podcast explores seven practical measures that can help business owners and sales leaders see where their team needs support.

Host Anthony Nicks explains how to connect the scorecard to coaching, keep buyer-agreed next steps visible, and review commitments without hovering over every activity.

You'll also hear what managers need to own and how to begin a useful review routine over the next 30 days.

Listen to the episode:
https://www.buzzsprout.com/2562004/episodes/19913678

Share it with someone who is building or managing a sales team.

Are you finding sales problems only after the month ends? A useful sales scorecard can help you spot what needs attention earlier and have a more productive conversation with your team.In this episode of The Selling Point Podcast, Anthony Nicks, f...

How much sales pipeline does your business really need?The answer shouldn’t come from a blanket rule that every salesper...
10/06/2026

How much sales pipeline does your business really need?

The answer shouldn’t come from a blanket rule that every salesperson must carry three times their target.

Start with the business you still need to win. Count qualified opportunities that can realistically close during that period. Then examine what similar opportunities have actually produced.

Our article, “Sales Pipeline Coverage: How Much Pipeline Do You Really Need?” explains how to connect those pieces.

You’ll find a practical calculation, an illustrative worked example, and guidance for deciding what to do when the pipeline doesn’t support the target.

Sometimes the answer is more business development. Sometimes it’s better deal coaching. Sometimes it’s acknowledging that the customer’s buying timeline doesn’t match your quarter-end deadline.

Know which problem you’re solving before you assign more activity.

Read the article:
https://transformativesalessystems.com/blogs/sales-pipeline-coverage/

Is your sales pipeline coverage enough to reach your target? Use 5 practical steps to calculate the gap and build a plan based on quality and timing.

Is your sales team making progress...or just staying busy?Before you ask for more calls, more proposals, or a bigger pip...
10/05/2026

Is your sales team making progress...or just staying busy?

Before you ask for more calls, more proposals, or a bigger pipeline, ask a different question:

Have we built a sales system that helps our people make better decisions?

That’s the conversation behind the Season 3 opener of The Selling Point Podcast: “Better Sales Decisions, Stronger Sales Systems.”

In this episode, I introduce the issues we’re tackling this season...from buyer trust and sales preparation to recruiting, account growth, forecasting, and accountability. The connection? These are not isolated challenges. They are parts of the same sales system.

For CEOs, owners, and sales leaders, consider these questions:
• Are your pipeline conversations uncovering evidence...or collecting optimistic updates?
• Are your managers coaching specific selling behaviors...or simply asking when deals will close?• Does your team know what good ex*****on looks like...or is everyone interpreting expectations differently?

My goal for this season is to help you examine those questions and make practical improvements and not chase another sales trick.

As you listen, think about one sales challenge in your business. What needs to change: the decision, the expectations, the process, or the accountability?

🎧 Listen here:
https://www.buzzsprout.com/2562004/episodes/19638510

Welcome to Season 3 of The Selling Point Podcast.In this opening episode, Anthony Nicks explains what the season will cover, why these conversations matter, and what listeners should expect from the episodes ahead.The topics will range from sales ...

Onboarding gives a salesperson a starting point. Ongoing management helps them put that learning to work.In Season 3, Ep...
10/01/2026

Onboarding gives a salesperson a starting point. Ongoing management helps them put that learning to work.

In Season 3, Episode 6 of The Selling Point Podcast, Anthony Nicks explains how owners and sales leaders can organize the work that follows onboarding: team alignment, individual coaching, pipeline inspection, deal strategy, skill practice, and accountability.

A key point: a conversation about closing dates should not use up all the time intended for coaching.

The goal is a practical rhythm where expectations are clear, behaviors are observed, and agreed actions are reviewed, not simply a calendar with more meetings on it.

Listen to “After Onboarding: Build a Sales Management Cadence That Improves Performance”:
https://www.buzzsprout.com/2562004/episodes/19886852

Onboarding is complete. The salesperson knows the product, has access to the CRM, and understands the expectations. What happens next?If coaching fades and every conversation becomes a pipeline update, the management support that helped the salesp...

Is your sales pipeline helping you make decisions or giving you a number that changes every month?A useful pipeline revi...
09/30/2026

Is your sales pipeline helping you make decisions or giving you a number that changes every month?

A useful pipeline review should clarify which opportunities are moving, what is holding others back, and what needs to happen next.

Our latest article provides a practical approach to reviewing buyer commitments, challenging unsupported close dates, identifying stalled opportunities, and assigning clear actions.

It also explains an important distinction: an opportunity can be real without belonging in this month’s forecast.

Read the article and use the included 30-minute agenda as a starting point for your next review.

https://transformativesalessystems.com/blogs/sales-pipeline-review/

Run a better sales pipeline review with 7 practical steps to qualify deals, uncover stalled opportunities, and build a forecast your business can trust.

https://www.buzzsprout.com/2562004/episodes/19784320
09/29/2026

https://www.buzzsprout.com/2562004/episodes/19784320

If one of your top salespeople gave notice tomorrow, how much customer knowledge would walk out the door with them?Most companies treat salesperson turnover primarily as a recruiting problem. They redistribute the accounts, update the CRM owner fi...

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222 Pearl Street , Suite 105
New Albany, IN
47150

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Tuesday 8am - 5pm
Wednesday 8am - 5pm
Thursday 8am - 5pm
Friday 8am - 5pm

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