Every sales leader wants more top of funnel, and they almost always mean deals. The funnel that decides next year’s number is full of candidates, and most frontline managers don’t have one. Colum Lundt uses the Patriots’ trait-based scouting and David Skok’s recruiting funnel to show why managers should prospect for talent the way reps prospect for deals. He covers what a real behavioral interview sounds like and the one question to ask your managers before the next pipeline review.
We Have a Generation of Managers Who Were Never Taught How to Manage
We promote successful sales reps into management and assume they know how to coach, develop people, and run effective one-on-ones. Many were never taught. That creates a problem that compounds from one generation of sales managers to the next.
The Hidden Reason Sales Reps Leave Their 1-on-1s Frustrated
Reps want clarity, coaching, and career development. Too many managers give them pipeline updates instead. …
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The Best Sales Managers Recruit Before They Need To
Most sales managers recruit only when someone quits. By then, the damage is already done. Empty benches create missed quotas, rushed hiring, weak onboarding, and declining team performance. The best sales leaders build recruiting pipelines the same way elite reps build sales pipeline; consistently, proactively, and long before urgency hits. This article explores the direct connection between recruiting, retention, and revenue, and why top-performing sales organizations treat talent acquisition as a frontline management discipline, not an HR event.
The AI Thirst Trap: Why Desperate Leaders Get Hooked by “We Can Build That”
In 2026, with 35% of enterprises reporting they have already replaced at least one SaaS tool with a custom-built solution. This article breaks down the psychology behind the “we can build that” mindset, exposes the hidden costs of ownership, maintenance, and delayed revenue, and equips CROs with the questions their teams need to guide smarter build vs buy decisions. It also challenges revenue leaders to ask a harder question: are your salespeople prepared to handle this conversation in every deal?
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.
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.