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.

Sales leaders are expanding frontline manager span of control, but most are missing the hidden costs. This blog explains why bigger teams risk lower rep performance, how AI co-pilots like CoachEm help managers stay effective, and what CROs should do before restructuring.