A BDR’s manager took six weeks of paternity leave. Nobody ran the one-on-ones, nobody ran a pipeline review, and the team hit their number anyway. Most leaders read that as evidence the manager is optional. It measures something narrower and far more useful. Colum Lundt breaks down what six weeks of clean numbers actually proves about a manager’s coaching, why the manager lost credibility the week he returned, and the three questions to ask before you post about coaching again.

Sales leaders demand process, discipline, and consistency from their reps; yet most managers walk into one-on-ones without a system, relying on instinct and urgency instead of structure. This double standard creates inconsistent performance, stalled development, and avoidable attrition. If sales is a science at the rep level, management must be treated the same way.

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.

Scaling teams inside matrixed organizations is rarely about speed alone. Shane Hughes, Head of Customer …
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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.

What happens when your top-performing rep becomes a struggling front-line manager? In this episode, Dan …
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How CoachEm’s AI Coaches Assist Sales Leaders In the world of sports, every championship-winning team …
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Most sales managers aren’t coaching their reps effectively, and it’s not their fault. Frontline leaders …
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