We promote successful sales reps into management and assume they know how to coach, develop people, and run effective one-on-ones. Many were never taught. That creates a problem that compounds from one generation of sales managers to the next.

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.

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.

In this episode of Coach2Scale, author, professor, and board advisor Rachel Pacheco joins host Matt Bonelli to …
Read More

In this episode, Sean Harvey, CRO at RocketRez, shares a practical framework for building coaching cultures …
Read More

Too many frontline managers are promoted for hitting quota, then left to figure out leadership …
Read More

What happens when a top-performing rep becomes a people-first leader in one of the most …
Read More

When sales targets are missed, most leaders look at the pipeline, process, or personnel. But …
Read More

In this episode of Coach to Scale, sales trainer and former Olympic trials athlete Neil …
Read More