Too many frontline managers are promoted for hitting quota, then left to figure out leadership …
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CROs face a math problem: managers are spending only 5% of their time coaching, while reps are losing 87% of what they learn in training within a month. AI-powered role-play solves the “practice gap” by giving reps instant, objective feedback in a safe environment, while managers use that data to drive targeted, accountable one-on-ones. The result? Faster skill adoption, stronger pipeline, and consistent quota attainment.

In this episode of Coach to Scale, we sit down with Sriharsha “Sai” Guduguntla, co-founder …
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What happens when a top-performing rep becomes a people-first leader in one of the most …
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Consistency beats charisma in frontline sales leadership. In this episode of Coach2Scale, VMware Carbon Black’s …
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Matt Benelli sat down with Mark Roberge last year, former CRO at HubSpot, Harvard Business …
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Sales leaders are expanding frontline manager span of control, but most are missing the hidden costs. This blog explains why bigger teams risk lower rep performance, how AI co-pilots like CoachEm help managers stay effective, and what CROs should do before restructuring.

AI SDRs are flooding buyer inboxes, but automation alone doesn’t win deals. Sales leaders need to rethink how they use AI, not to replace reps, but to make them sharper, more targeted, and more effective in high-stakes sales. This post breaks down where AI helps, where it hurts, and how CoachEm uses AI to elevate human sellers above the noise.

In this episode of Coach2Scale, CoachEm CEO and co-founder Colum Lundt joins host Matt Benelli …
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