Most sales teams are drowning in data but still missing the diagnosis. Pipeline gaps, stalled deals, and repeated objections are not the problem; they are symptoms. The real issue sits upstream in rep behavior and manager visibility.

Most sales initiatives don’t fail because of bad strategy; they fail because behavior never changes in the field. Companies invest heavily in enablement, training, and rollout, but overlook the one layer that actually drives execution; frontline managers. When managers aren’t equipped to reinforce new behaviors consistently, initiatives stall, budgets get wasted, and teams revert to old habits.

In this conversation of Coach the Scale, host Matt Benelli sits down with Michael Janes, …
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