AI doesn’t replace human sellers. It amplifies judgment. Why CROs need to stop building AI sales agents and start empowering managers and reps with agency, clarity, and accountability.
The Hidden Reason Comp Changes Backfire
When compensation plans fail, the issue is rarely the math. Poor manager communication turns smart comp changes into attrition, mistrust, and lost performance.
The February Attrition Trap
February is when frustrated sales reps quietly start interviewing. This post explains how neglected development conversations drive early-year attrition and why leaders only see the damage when it’s too late.
Why First-Line Managers Are the Highest-Risk Role in Revenue
Quota misses, high attrition, and long ramp times rarely start with reps. They start with first-line managers who were promoted without a coaching system. This post explains why frontline managers are the highest-risk role in revenue and what sales leaders must fix.
Why Most Sales Kickoffs Fail
Sales Kickoffs create alignment and energy, but they rarely change outcomes. By March, most teams revert to old habits. This essay explores why SKOs fail to drive behavior change and how the best CROs turn strategy into a sales lifestyle through consistent coaching systems.
Is 2026 the Year You Finally Turn Your Front-Line Managers into Multipliers?
Most sales organizations are handing their front-line managers a hospital pass. Coaching is reactive, inconsistent, and unsupported. This post breaks down what CROs revealed in our end-of-year coaching quiz and why 2026 must be the year you turn managers into true performance multipliers with an AI-Powered Manager Operating System.
The Clock Is Ticking: How to Use Buyer Timelines to Uncover Motivation and Move Deals Forward
Most reps ask “When do you plan to buy?” and stop there. The best ones go further “Why then?” They uncover the real reason behind the buyer’s timeline and use it to guide every conversation. This post breaks down how to find the why now in every deal and how managers can coach reps to create urgency that actually closes business.
Knowledge vs Wisdom: The Difference Between Knowing What’s Wrong with Your Rep and the Wisdom to Understand What to Do About It
Your sales tech stack can tell you what’s wrong with your rep’s performance, but it can’t coach them. Causal AI helps surface the signal, but it’s the manager’s wisdom that turns insight into action. Learn why knowledge alone won’t move the needle, and how CoachEm empowers managers to coach smarter, not harder.
Hidden Sales Intelligence: What Sales Leadership Can Learn from the Intel Community
Sales leaders don’t need more data; they need better intelligence. Using the HUMINT, SIGINT, and OSINT model from military operations, this blog unpacks why frontline managers are coaching blind and how you can transform scattered sales data into focused, high-impact coaching moments that drive results.