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Pipeline Management
Pipeline Management Fundamentals
A structured approach to building and managing a healthy B2B sales pipeline — stage definitions, conversion benchmarks, and a weekly review cadence informed by sales management research.
Sales Manager's Field Guide series — Dr. Shelly
Where Research Meets the Reality of Sales Management
Practical frameworks grounded in empirical research and nearly three decades of B2B sales leadership — for managers who want rigour, not just rules of thumb.
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The Sales Manager's Hiring & Onboarding Playbook
Drawn from Dr. Shelly's doctoral research and field experience in scientific and technical markets, this guide provides a structured framework for identifying, evaluating, and onboarding B2B sales talent — integrating empirical findings with practical tools.
- A research-informed interview scorecard for B2B sales roles
- A 30-60-90 day onboarding framework grounded in sales development research
- Indicators of coachability and adaptive judgment — the traits that predict long-term performance
- How to set expectations that align with organisational strategy from day one
Field Guide resources
Frameworks Built on Research and Practice
$19
Coaching & Development
The Sales Coaching Playbook
A coaching framework for front-line managers that integrates peer-reviewed findings on sales development with practical tools: 1:1 templates, deal review guides, and a skills assessment matrix.
$29
Deal Strategy
Closing the Enterprise Deal
Advanced deal strategy for complex B2B sales cycles — stakeholder mapping, multi-threading, and late-stage tactics drawn from research on knowledge-intensive selling environments.
The Field Guide Podcast
The Field Guide Podcast
Conversations with sales leaders and researchers exploring what the evidence actually says about building high-performing B2B sales teams.
Dr. Shelly speaks with practitioners, researchers, and revenue leaders about the intersection of sales management theory and field reality — examining what the evidence says and what it means for the managers doing the work.
Listen to the PodcastPublished works
The Sales Manager's Field Guide Series
Managing the B2B Sales Team
A comprehensive guide integrating empirical research and field experience — covering hiring, onboarding, coaching, pipeline management, forecasting, and building a culture of accountability.
View on AmazonThe Sales Manager's First 90 Days
A research-informed playbook for new sales managers — week-by-week guidance for the transition from individual contributor to team leader in complex B2B environments.
View on AmazonPipeline Discipline
How to build a culture of pipeline rigour grounded in sales management research — from stage definitions and entry criteria to the conversations that keep forecasts honest.
View on AmazonResearch and practice
Insights for Sales Leaders
What the Research Says About Predicting Sales Success
The traits most managers hire for are not the ones the evidence supports. A look at what the research actually shows about identifying high-potential B2B sales talent.
Why Most Sales Coaching Doesn't Transfer to the Field
Research on skill transfer and deliberate practice has clear implications for how sales managers should structure coaching — and why most current approaches fall short.
Pipeline Reviews as a Learning System, Not a Reporting Ritual
Reframing the weekly pipeline review through the lens of organisational learning — how the best managers use it to develop judgment, not just track numbers.
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