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.
Empathy Without Enablement: Coaching Reps with Mental Health Challenges
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.
Speed of Change Is Killing Your Sales Initiatives
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.
Friendly, But Not Friends: Why Great Sales Leaders Set Boundaries While Building Trust
One of the most debated questions in leadership isn’t about strategy or structure—it’s about relationships. Specifically: Can or should managers be friends with their team?
This question took center stage in our inaugural CoachEm “Closing Arguments” Sales Leadership Debate, where two respected voices—Kevin Gaither and Mark Kosoglow—tackled it head-on. The debate was lively, real, and packed with lessons for any manager leading in today’s performance-driven, people-first world.
Here’s what I took away—and why I believe most sales leaders are better off being friendly, but not friends.
Building a Winning Sales Team with CoachEm
How CoachEm’s AI Coaches Assist Sales Leaders In the world of sports, every championship-winning team …
Read More
Terminator or Ironman? Why Human Coaching Beats AI Agents
Why Human Coaching Wins AI-driven sales agents are making headlines, from OpenAI’s sales bots launching …
Read More
Closing the Accountability Gap
How Frontline Sales Managers Can Set Their Team Up for Success in 2025 As we …
Read More
Spinning Kicks and Sales Calls: What Jon Jones’ UFC Victory Teaches Us About Coaching and Deliberate Practice
It took Jon Jones six months and 72 hours of focused practice to execute one …
Read More
