CoachEm

Accountability shouldn’t just come from the top—it should come from the team. On the Coach2Scale Podcast, Paul Fannon shared a simple but powerful strategy of peer-to-peer accountability. Instead of relying on managers to enforce discipline, sales teams should set commitments together and then hold each other to them. "We ran 30-minute team meetings where everyone made commitments on Monday and reviewed their progress on Friday. Performance skyrocketed, not because managers were cracking down, but because reps didn’t want to let their peers down." This works because no one wants to be the weak link. When expectations are set in a group, reps push themselves harder. They take more ownership. And coaching stops being a top-down effort. It becomes part of the culture. Sales leaders, are you using peer-driven accountability in your teams? And if you’re looking for a system to reinforce this kind of accountability week over week, check out: https://coachem.io/ #SalesCoaching #SalesLeadership #Accountability #PerformanceCulture #SalesManagement Colum Lundt Mike Myers Matt Benelli

Here’s what we’ve learned from working with thousands of sales managers:??Most sales coaching isn’t coaching at all.?? Ask any frontline sales manager how they spend their day, and the answer is usually: ?? Putting out fires ?? Running deal reviews ?? Forecasting Skills coaching is the missing link in building a high-performing team that crushes it every quarter. The problem isn’t effort—managers want to coach. But they’re overwhelmed, stuck in a reactive cycle, and don’t have a repeatable framework for developing their reps. ?? Most 1:1s focus on deals, not skills. This means reps don’t actually improve—just churn through more pipeline. ?? Coaching is inconsistent. Every manager does it differently (or not at all), leading to unpredictable results. ?? Follow-through is weak. Reps get advice one week but no accountability the next. ?? Managers don’t have time. They’re buried in admin work, leaving little room for real coaching. With the right structure, managers can drive real behavior change without adding to their workload. We break it all down in our latest blog:Why Sales Managers Struggle to Develop Their Teams (And How to Fix It). ?? Read it here: https://lnkd.in/epmkAs7g How are you ensuring your managers actually coach their teams? Let’s hear it in the comments. ?? #SalesCoaching #SalesLeadership #SalesManagers #RevenueGrowth #CoachingCulture #SalesEnablement #QuotaAttainment Colum Lundt

They’re expected to hit team targets, develop reps, drive execution, and manage corporate priorities—all while juggling more reps than ever. Paul Fannon shared his take on the Coach2Scale Podcast that most frontline managers aren’t trained for the role. "The reality is, being a good seller is a great talent. But being a good manager is a completely different skill set." And that’s where sales orgs go wrong. They promote their best reps but don’t equip them to lead. They assume deal reviews = coaching. They expect them to "figure it out." But without training, tools, and support, even the best managers burn out, and their teams underperform. If frontline managers are your biggest revenue multiplier, why aren't they getting the support they need? Let’s fix that. #SalesCoaching #FrontlineManagers #SalesLeadership #RevenueGrowth #SalesPerformance

?? The 6 Traits Every Sales Rep Must Have (No Exceptions!) ?? Hiring the wrong salesperson is expensive. They miss quota, drain resources, and disrupt team culture. That’s why Kevin Gaither has a simple rule: If a candidate doesn’t have ALL SIX of these traits, he doesn’t hire them. Period. ? Need for Achievement ? Competitiveness ? Optimism ? Coachability ? Continual Learning ? Organizational Skills Too often, we lower the bar because we "need someone in the seat." But a bad hire costs you way more in the long run. Want a high-performing sales team? Start with hiring the right people. What’s the biggest red flag you look for when hiring sales reps? Drop your thoughts below. ?? #SalesHiring #SalesLeadership #HiringBestPractices #SalesManagement

The #1 Trait of Top Sales Performers? Coachability. Some salespeople hate feedback. They nod along in 1:1s, but you know the advice goes in one ear and out the other. Others? They absorb it, apply it, and come back saying, “Hey, I tried that—what else can I do better?” That’s the difference between an average rep and a top performer. Coachability is a non-negotiable trait in sales. As Kevin Gaither shared on the Coach2Scale Podcast this week, even the most experienced reps need to be coachable. It’s not just about being open to feedback—it’s about acting on it. In interviews, he asks candidates: ?? “Tell me about the last time your manager gave you constructive criticism. What did you do next?” Red flag answers: “I didn’t agree.” “It annoyed me.” “I don’t need much coaching.” Green flag answers: “I applied it right away.” “I love getting better.” “Here’s how it helped me close more deals.” If a candidate isn’t coachable, don’t hire them. If a rep isn’t coachable, they won’t improve. It’s that simple. How do you test for coachability in your hiring process? Drop your thoughts below. ?? Matt Benelli #SalesLeadership #SalesCoaching #Hiring #PerformanceImprovement

?? New Episode Alert! ??? In this episode of Resilient Revenue, host Kacyn Goranson, MBA sits down with Eleni Vorvis, fractional VP of Customer Success at CoachEm and co-founder of the Boston Founders Forum, to explore the evolving role of Customer Success as a revenue-driving function. From building strong relationships to owning revenue, Eleni shares how resilience, adaptability, and strategic leadership are shaping the future of CS. We also dive into fractional leadership and how CS teams can navigate change while delivering lasting value. Tune in now to hear Eleni’s insights on driving customer success forward! ??? https://hubs.li/Q039h4cn0 #RevenuePodcast #CustomerSuccess #Leadership #RevenueGrowth #FemaleExecutives

There is a hidden lever for more sales pipeline. HOT TAKE: It's your frontline sales managers. Most frontline managers are deal inspectors. They jump in late, ask a few standard questions (“Next steps? Economic buyer?”), and move on. That’s not going to generate more revenue. That’s just inspecting the pipe that's already there, and it’s costing you millions in missed opportunities. ?? Shift Your Managers from Inspectors to Coaches. The best sales orgs don’t just hold reps accountable for pipeline. They hold managers accountable for coaching opportunity creation, starting with outbound prospecting, long before a deal even hits the CRM. Here’s what happens when managers actually coach the inputs of pipeline: ?? 72% increase in pipeline when FLMs focus on early-stage prospecting ?? Higher outbound conversion rates when FLMs develop reps vs. just managing deals ?? Lower rep churn because managers are actually making them better Yet, most 1:1s and sales team meetings are wasted. Reps walk away with no new skills, and they report that they wouldn't pay $1 for an hour of their manager's time. At CoachEm, we help your FLMs drive powerful coaching conversations with AI-powered coaching insights so every 1:1 actually makes reps better at selling more deals, bigger deals, and faster deals. "If you’re serious about revenue growth, start by turning your managers into multipliers," Colum Lundt, CEO of CoachEm. Read more on our blog: https://lnkd.in/gpVCFmSx ?? Drop a comment if you can say you have invested in your managers and their tech even a tenth as much as your sales stack. How are you empowering your frontline sales managers? #salesleadership #salescoaching #pipelinegeneration #salesmanagers #revenuegrowth

Sales reps who own their success outperform those who make excuses. On the Coach2Scale Podcast with Bob Tharp this week, he shared one of his core coaching principles: Control the controllable. Too often, reps blame external factors: ? “The leads are bad.” ? “Marketing isn’t helping us.” ? “Pricing is too high.” The best reps don’t wait for conditions to be perfect—they find a way to win. If your team isn’t thinking like this, you’ve got a coaching problem. Check out this quick clip for a simple but powerful mindset shift ?? #salesmindset #salesleadership #salescoaching Matt Benelli Colum Lundt Mike Myers

HOT TAKE: AI is transforming sales but it won’t fix bad coaching. With AI-powered tools like Gong and SixSense, sales teams have more data than ever. But as Bob Tharp points out on the Coach2Scale Podcast with Matt Benelli, data without action is just noise. AI can surface insights, but: ? It won’t hold reps accountable. ? It won’t teach managers how to coach. ? It won’t create a culture of continuous improvement. Sales success is still about people, process, and execution. AI is just an amplifier. Watch this clip for Bob’s take on the real role of AI in sales coaching Colum Lundt #AIinsales #salescoaching #CROstrategy

"Sales is still about relationships." Thad Zylka and Matt Benelli talked about the role of #AI in sales and sales leadership this week on the Coach2Scale Podcast. Too many teams treat AI like a shortcut, expecting it to do the coaching for them. But great sales leadership still requires: ? Real conversations ? Emotional intelligence ? Tough but necessary feedback AI should enhance coaching, not replace it. When used right, it helps managers focus on what matters most—developing their people. Check out our recent blog about why human coaching beats AI: #SalesLeadership #SalesCoaching #AIinSales #LeadershipDevelopment #SalesTechnology