How to Know you've got a Sales Problem

Flat revenue can feel like stability. A full pipeline can feel like health. A steady stream of inbound enquiries can feel like success. In this episode of The Sales Director Podcast, Jerry Meldrum explains why all three of these can quietly be hiding a real sales problem — and how to tell the difference.

He walks through three warning signs. First, standing still: why flat revenue year on year isn't the safe position it looks like, and why most business owners are watching the wrong number entirely. Second, a pipeline that's lying to you: how renewals, weak "maybe" deals, and a couple of oversized bets can make an unhealthy pipeline look reassuringly full. And third, the difference between taking orders and actually selling — including why heavy discounting is usually a sign the selling never really happened in the first place.

Along the way, Jerry shares a few real stories to bring the point home — including a friend's awning purchase and why nobody ever pays full price at DFS. He finishes with one simple thing any business owner can start tracking this week that spots trouble long before the revenue figures ever will.