— Dispatches / Field Notes

Opinions,
with receipts.

We'd rather be specific and wrong than hedged and forgettable. Every post takes a position, names numbers, and shows its work.

★ This week’s dispatch
How to Carve Sales Territories: A Step-by-Step Guide
Effective sales territory design is a cornerstone of successful sales organizations. When territories are carved thoughtfully, companies can maximize their sales force’s potential, improve customer coverage, and ultimately…
Oct 2025 · 11 min · by Eric Huebner
— Archive
Nº 02 reporting
How to Build a Reliable Sales Forecast (Even If Your Data Is a Mess)
Sales forecasting is the backbone of good revenue planning. But let’s face it—most sales forecasts are built on shaky foundations: inconsistent CRM…
 Jul 2025 · 2 min Nº 03 go to market
Why Metric Visibility Is the Foundation of a Scalable Sales Process
In high-growth sales organizations, the biggest unlock isn’t more reps or more leads, it’s more clarity. Without clear visibility into the right…
 May 2025 · 2 min Nº 04 building a sales team
Speed to Lead: What Is It and Why Does It Matter?
What is speed to lead? Speed to lead is the time between when someone expresses interest in your business (usually by submitting…
 Apr 2025 · 3 min