Sales managers aren’t therapists but they’re being forced to act like them. As mental health disclosures rise, sales leaders must find the line between empathy and accountability. In this post, we lay out a legally sound and performance-driven playbook for coaching reps with mental health challenges without compromising expectations or risking compliance issues.

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.

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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Most CROs don’t fail because they’re wrong about what needs to change. They fail because they get the roll-out wrong. Execution fatigue, manager confusion, and tactical overload stall even the smartest initiatives. And in sales orgs, where change is constant and the pressure’s high, missteps get expensive, fast. From watching hundreds of teams struggle to implement everything from new sales plays to onboarding structures, here’s what I’ve learned about what separates successful change from the flavor-of-the-month initiative.

Welcome to Episode 100 of the Coach2Scale Podcast! In this milestone edition, host Matt Benelli …
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Ask any sales enablement leader what they need right now, and you’ll hear one word on repeat: data. Not dashboards. Not vanity metrics. They want proof. Because right now, Sales Enablement is under pressure to show how their work translates into revenue. And for many teams, the signal-to-noise ratio is terrible.

We’re in an era where go-to-market initiatives need to roll out faster than reps can adjust their talk tracks and behavior. Whether it’s a competitor collapsing, a new product release, or a market shift triggered by AI or regulation, CROs face an uncomfortable truth. If you can’t execute on change in weeks, not quarters, you’re going to miss your window.