Sales Productivity

Are Your Managers Growing Revenue?

Too many sales managers look busy… But if you dig in, they’re managing reports, not performance. Here’s what separates strong sales managers from ...

Lori Richardson  ·  Aug 26, 2025, 5:45:00 AM

Sales Skills

Leaders Are Your Sales Managers Coaching?

Many sales managers mistake coaching for: Sitting in on a few calls, Running through dashboards, Telling reps what to fix. Want some AI tips for ...

Lori Richardson  ·  Aug 6, 2025, 11:39:00 AM

Sales Skills

You Can't Coach Your Way To Quota

can't get to quota if you are investing time, training, and resources into reps who simply are not coachable or managers who can't coach or believe ...

Lori Richardson  ·  Jul 28, 2025, 2:48:58 PM

Data

How Can We Make Our Reps More Coachable?

We know how important it is for sellers to be coachable. Coachability, after all, is one of the keys to identifying top-performing sales ...

Lori Richardson  ·  Apr 18, 2023, 7:15:00 AM

B2B

Solving For the Lack of Coaching and Training for Reps - Second Nature

Coaching should ideally be “just in time” when needed to help support a seller’s efforts.

Lori Richardson  ·  Feb 13, 2023, 1:43:47 PM

sales leadership

Sales Are Stabilized Now What?

You have stabilized and adjusted to the new reality of selling today. What happens now? Do you have the people to coach, train, and lead? Does the ...

Lori Richardson  ·  May 6, 2020, 5:45:00 AM

sales leadership

WFH and Sales Managers

More Coaching, not Less. Most sales managers do not even spend 25% of their time coaching. Managers must know what and how their people are motivated

Lori Richardson  ·  Apr 21, 2020, 5:45:00 AM