When compensation plans fail, the issue is rarely the math. Poor manager communication turns smart comp changes into attrition, mistrust, and lost performance.
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.
From Messengers to Multipliers: How to Uplevel Your Front-Line Sales Managers
Too many front-line managers are stuck as referees and scorekeepers. Here’s how CROs can use CoachEm to turn them into head coaches and multipliers who drive results.
Doing More With Less: Equipping Front-Line Managers to Multiply Results
Front-line managers are asked to “do more with less.” CoachEm equips them with one console for coaching, pipeline reviews, and performance management, turning bottlenecks into multipliers.
Data-Informed Sales Coaching Conversations
CoachEm’s new deal coaching feature turns fragmented data into actionable insights. Managers get one console for developmental coaching, deal reviews, and performance management: driving consistency, accountability, and revenue.
Coaching for Scale vs. Growth: A CRO’s Guide to Maturing Frontline Managers
Most CROs confuse growth with scale. In this article, Colum Lundt explains how CROs can mature their frontline managers, install a scalable coaching system, and turn managers into multipliers instead of firefighters.
From Firefighting to Future-Proofing: The 4 Levels of Sales Coaching
Most managers think they’re coaching when they’re really firefighting or mentoring. In this article, Colum Lundt explains the four levels of sales coaching—no real coaching, general talk, deal coaching, and developmental coaching—and shows how moving up the levels transforms reps and results.