In this episode of Coach to Scale: The Closing Arguments Series, we bring you a …
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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.