In this episode of Coach to Scale: The Closing Arguments Series, we bring you a …
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Should You Be Friends with Your Reps?
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.
KPIs vs. Actions: How Sales Leaders Can Balance Accountability and Autonomy
Sales leaders face a tough challenge: driving results while empowering their teams. In this blog, Colum Lundt, CEO of CoachEm, explains why the key to success lies in shifting focus from outcomes to the daily actions that drive them.
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 …
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