Many sales organizations promote their top performers into management, only to discover that those leaders continue acting like individual contributors. Instead of developing their teams, they jump into deals and become “super reps.” This article explores why the transition from top salesperson to effective manager is so difficult and how great sales leaders focus on building closers rather than closing deals themselves.
Why Most Sales Kickoffs Fail
Sales Kickoffs create alignment and energy, but they rarely change outcomes. By March, most teams revert to old habits. This essay explores why SKOs fail to drive behavior change and how the best CROs turn strategy into a sales lifestyle through consistent coaching systems.
Meaning Drives Motivation: What Managers Are Missing with Rachel Pacheco
In this episode of Coach2Scale, author, professor, and board advisor Rachel Pacheco joins host Matt Bonelli to …
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Trust Builds Teams. Coaching Builds Careers with Sean Harvey
In this episode, Sean Harvey, CRO at RocketRez, shares a practical framework for building coaching cultures …
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Never Be Too Busy to Scale: A COO’s Playbook for Growth with Jeff Cummings
Too many frontline managers are promoted for hitting quota, then left to figure out leadership …
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Leaning Into Who You Are to Lead with Jeff Perry(Replay)
What happens when a top-performing rep becomes a people-first leader in one of the most …
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From Anxiety to Accountability: How Empathy That Delivers Results with John Walston
When sales targets are missed, most leaders look at the pipeline, process, or personnel. But …
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Coaching the Top, Not Just the Bottom: How Sales Leaders Misallocate Development with Neil Wood
In this episode of Coach to Scale, sales trainer and former Olympic trials athlete Neil …
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Understanding the Sales Engagement Model with Tom Young
Tom Young, VP of Sales at BMC Software, joins Matt Benelli to challenge outdated assumptions …
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